Post-Negotiation Assessment Questionnaire

The best negotiators learn from their successes and mistakes, as well as those of the other side. Use this post-negotiation assessment to analyze your performance and identify ways to improve results in your next negotiation.

YES	NO	PREPARE
___	___	1.  Was your pre-negotiation preparation thorough?
___	___	2.  Did you establish an aspiration level and a walkaway position?
___	___	3.  Did you obtain information about the other side?
___	___	4.  Did you formulate a negotiation strategy and put it in writing?
YES	NO	PROBE
___	___	1.  Did you ask questions to determine the other side's interests?
___	___	2.  When you probed, did you utilize W.H.A.T.?
YES	NO	PROPOSE
___	___	1.  Were you able to get the other side to make the first offer?
___	___	2.  Did you aim high with reason?
___	___	3.  Did you utilize Scripting: Draft, Devil's Advocate, Deliver?

YES	NO	CHALLENGING NEGOTIATIONS (If Applicable)
___	___	1.  Were you able to control your emotions?
___	___	2.  Did negotiations reach a deadlock?
___	___	3.  Did you consider “no deal” as an option?
YES	NO	RELATIONSHIP BUILDING
___	___	1. Were you “hard on interests but soft on people”?
___	___	2. Did you acknowledge the other side's concerns and interests?
___	___	3. Did you engage in sufficient bonding during the negotiation?
YES	NO	THE DEAL
___	___	1. Did you achieve most of what you wanted?
		2. How satisfied are you with the deal? (On a scale of 1 to 10)
		3.How satisfied do you think they are with the deal? (On a scale of 1 to 10) What did you do best as a negotiator? _________________________________________ _________________________________________ _________________________________________ What information about the other side and the way they negotiate will be useful to you in the future? _________________________________________ _________________________________________ _________________________________________ What should you do differently the next time? _________________________________________ _________________________________________ _________________________________________

For a more comprehensive discussion of post-negotiation assessment and their benefits see Chapter 14 in Charles Craver's The Art of Negotiation in the Business World (LexisNexis, 2012).