The Negotiator Magazine

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Negotiation Survey Report - Fall 2004...

John D. Baker

In October and November of 2004, The Negotiator Magazine invited its readers to participate in a lengthy survey about negotiation. A small number of readers participated in this first survey (49), but those who did provided an extraordinary number of thoughtful and valuable suggestions on a wide range of negotiation books, publications and other resources which are certain to be of value to readers. Additionally, these respondents presented interesting information on their about the views on negotiation in general. All respondents were anonymous. A complete set of survey results may be viewed by clicking on Negotiation Survey Results. This brief article notes some of those results.

  1. Although the survey tracked response by gender no significant gender differences were noted.
  2. Almost two thirds of the respondents designated their preferred negotiation styles as collaborative/win-win/interest based negotiation (69%), confirming they follow today's preeminent negotiation philosophy. Sixteen percent of respondents stated no preference; 10% were distributive/competitive negotiators; and the remaining 10% indicated variations on the major styles.
  3. Almost seventy percent of respondents listed themselves as self-taught with most of them having some formal training in negotiations. Interestingly, this group was extraordinarily well trained, for example 43% had had professional negotiation training and many has particpated in other training programs.
  4. Over thirty books were recommended for colleagues as most useful in the field.
    Roger Fisher's Getting to Yes was the top favorite with 15 recommendations. In order of recommendations, the top three listings were:
    1. Fisher, Roger, Getting to Yes.
    2. McMains, Williams J. and Mullins, Wayman C., Crisis Negotiations.
    3. Camp, Jim, Start With No.
      Cohen, Herb, You Can Negotiate Anything.
      Dawson, Roger, Secrets of Power Negotiating.
      Ury, William, Getting Past No.

  5. The top resource magazines/websites suggested by the readers were:
    1. The Negotiator Magazine
    2. Program on Negotiation (Harvard) Negotiation Journal
    3. Harvard Business Review.

  6. Top negotiation experts for recommendation were:
    1. Herb Cohen
    2. John Baker
    3. Roger Dawson
      Gavin Kennedy
      Marty Latz
      Roger Fisher
      William Ury

  7. There was no consensus on other resource recommendations.
  8. Respondents generally rated their skill levels in negotiation as average or above average.
  9. Fifty-six percent reported that they spend no time on international negotiation. The remainder spent some time, from ten to 90 percent of their negotiations in the global arena.
  10. Two thirds of these respondents reported that they were active teachers, mentors or supervisors of over 11,000 persons or more (there were some pluses) in negotiation during the past twelve months. Unquestionably, these respondents are major shapers and influencers in the field.
  11. Twenty-two persons reported hosting meetings involving negotiation as one or more topics in the past 12 months
  12. Twenty of these respondents are writers or speakers on negotiation.
  13. Twenty-five percent of these respondents reported using computer software systems to manage negotiations, track agreements or monitor contract compliance.
  14. As a group, the respondents were intensive preparers for negotiation.
  15. Generally, respondents spent 10-40% of their negotiation time on internal negotiations.
  16. Eighty-three percent of respondents believed that there was no difference between men and women in negotiation performance.
  17. Twenty-six percent, however, found that women were less likely to enter into negotiation than men, consistent with outside findings on this topic.
  18. Relationship, price and service/terms were noted as the top considerations in negotiation by this group of respondents.
  19. These collaborative negotiators stated that they used their preferred style in 78% of their negotiations.
  20. These negotiators also reported that only half of the time did their negotiating counterparts use collaborative negotiating styles in their negotiations, obviously a disparity that needs to considered by the respondents.
  21. Importantly, however, the creation of additional value in negotiation, the goal of collaborative negotiation, was achieved in negotiation by these individuals.
  22. Most of the time, these negotiators found their negotiating counter-parts to be ethical negotiators.
  23. Interestingly and importantly, these negotiators reported that the majority of their negotiations were reviewed by others after the completion of the process. This is a most encouraging report.
  24. Most negotiations were conducted by inside personnel with 55% of negotiators reporting they had used third-parties in any phase of the negotiation process.

Questions 25-29 addressed The Negotiator Magazine. Most respondents found the magazine comprehensive and rated it as a valuable resource. A majority of respondents copied articles from the publication for distribution to others. Lastly, a variety of topics and suggested authors for exploration in future editions were furnished by the respondents.

In summary, the respondents offered a great deal of information of value. My thanks to each person who participated in this survey. We shall try some shorter surveys in the future.

January 2005