For Wendy Lewis only
appletree123
NegotiatingAssessments_Scales.zipNegotiating Assessments_Scales/Communication Competence Scale.doc
Questionnaire
Communication Competence Scoring Key (page 691)
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Planning Cognitions 1. ___5_____ 9. ___5_____ 12. ___5_____ 15. ___5_____ 19. ___3_____ Total: __23______ |
Reflection Cognitions 4. ____5______ 6. ____5______ 10. ____5______ 14. ____5______ 20. ____3______ Total:___23_______ |
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Presence Cognitions 3. ____4_____ 7. ____4_____ 17. ____4_____ 22. ____3_____ Total: ___15_____
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Consequence Conditions 5. ____5______ 11. ____5______ 16. ____5______ 21. ____3______ Total: ___18______ |
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Modeling Cognitions 2. ____4______ 8. ____5______ 13. ____4______ 18. ____3______ Total: ___16______ |
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Negotiating Assessments_Scales/Cultural Intelligence Scale.doc
Cultural Intelligence Scale (page 693)
Scoring the Instrument
The CQS measures four dimensions of Cultural Intelligence: CQ-Strategy, CQ-Knowledge, CQ-Drive, and CQ-Action.
( Items 1-4 measure “metacognitive” or strategic elements of CQ.
( Items 5-10 measure “cognitive” or knowledge elements of CQ.
( Items 11-15 measure “motivational” or drive elements of CQ.
( Items 16-20 measure “behavioral” or action elements of CQ.
Calculate an average of your scores on each of the four separate dimensions. For example, averaging one’s responses to items 1-4 will yield a CQ-Strategy score between 1 and 7.
Next average the four dimension scores to compute your overall CQ score.
Submit your total CQ scores as well as your four dimension scores so that I can calculate class averages and/or creation of score distributions.
My scores:
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Metacognitive |
Cognitive |
Motivational |
Behavioral |
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Total |
24 |
22 |
27 |
27 |
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Average |
6 |
3.66 |
5.4 |
5.4 |
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Overall CQ |
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Total |
100 |
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Average |
25 |
Negotiating Assessments_Scales/SINS II Scale SCORING KEY.doc
SINS II Scale SCORING KEY (pAGE 680)
(Based On Robinson, Lewicki, & Donahue, 1997, and Fulmer, Barry, & Long, 2009)
Traditional Competitive Bargaining
Item 10 ___7__
Item 12 ___5__
Item 23 ___6__
Total __18___
Average T/3 ___6__ (5.50)*
Attacking Opponent’s Network
Item 5 __1___
Item 15 __1___
Item 19 __1___
Total __3___
Average T/3 __1___ (1.91)
False Promises
Item 1 __2___
Item 14 __3___
Item 24 __3___
Total __8___
Average T/3 __2.66___ (2.06)
Misrepresentation
Item 3 __2___
Item 6 __2___
Item 16 __7____
Item 18 __1___
Total __12___
Average T/4 __3___ (3.02)
Inappropriate Information Gathering
Item 8 __1___
Item 21 __4___
Item 25 __3___
Total __8___
Average T/3 __2.66___ (2.35)
Strategic Misrepresentation of Positive Emotion
Item 2 __4___
Item 7 __5___
Item 17 __7___
Total __16___
Average T/3 __5.33___ (5.09)
Strategic Misrepresentation of Negative Emotion
Item 4 ___1___
Item 9 ___3___
Item 11 ___2___
Item 13 ___5___
Item 20 ___1___
Item 22 ___1___
Total __13_____
Av. T/6 ___2.166___ (4.82)
* Numbers represent mean ratings for groups of MBAs at leading business schools.
PAGE
Negotiating Assessments_Scales/Six Channels Inventory.doc
SCORING THE SIX CHANNELS OF PERSUASION SURVEY (page 682)
Column 1 Column 2
What I need to do to What I would be more
be more effective within comfortable doing if
my organization: I could choose:
# of A’s = __4__ # of A’s = __2__
# of B’s = __4__ # of B’s = __3__
# of C’s = __7__ # of C’s = __2__
# of D’s = __5__ # of D’s = __5__
# of E’s = __7__ # of E’s = __1__
# of F’s = __4__ # of F’s = __4__
TOTAL: _31___ TOTAL: _17__
(should=30) (should=30)
Negotiating Assessments_Scales/SVI Scale - 1 (Knights_Excalibur negotiation).doc
the SUBJECTIVE VALUE INVENTORY (SVI)
The Subjective Value Inventory (SVI) is a questionnaire designed to measure social psychological outcomes of a negotiation, such as satisfaction, interpersonal rapport, and impressions of oneself. The questionnaire will be used in conjunction with the second and third negotiation simulations (the paired negotiation and the team negotiation). These are the objectives associated with using the SVI:
1. To help you learn to conceptualize your performance in a negotiation along multiple dimensions;
2. To help you compare your own perspectives following negotiations to those perspectives held by others;
3. To provide you with individualized feedback concerning the impressions that their negotiation counterparts hold about them.
Following the close of each negotiation simulation, you are to complete this questionnaire. Your information will then be input online (information will be provided at the time detailing how to do this). In this way, feedback on the entire class averages and your team’s averages (for the third negotiation) will be available to you in addition to your own ratings. For now, just look over the questionnaire and the scoring key which follows.
Four dimensions of subjective valuE
1. Feelings about the Instrumental Outcome
2. Feelings about Oneself
3. Feelings about the Process
4. Feelings about the Relationship
Subjective Value Inventory Scoring Key (svi) (PAGE 483)
(Based on Curhan, Elfenbein, and Xu, 2005)
Feelings about the Instrumental Outcome
Item 1 __7___
Item 2 __7___
8 minus Item 3 __5___
Item 4 _(n/a)__
Total __19___
Average (Total/4) _4.75__ (a)
Feelings about Oneself
8 minus Item 5 __7___
Item 6 __6___
Item 7 __4___
Item 8 __5___
Total __22___
Average (Total/4) __5.5___ (b)
Feelings about the Process
Item 9 __6___
Item 10 __6___
Item 11 __7___
Item 12 __6___
Total __25___
Average (Total/4) _3.57___ (c)
Feelings about the Relationship
Item 13 __7___
Item 14 __7___
Item 15 __7___
Item 16 __6___
Total __27___
Average (Total/4) __6.75___ (d)
Global Subjective Value
Total lines a through d _20.57__
Average (Total/4) _5.1425_
PAGE
Negotiating Assessments_Scales/SVI Scale - 2 (group negotiation).doc
the SUBJECTIVE VALUE INVENTORY (SVI) (page 483)
The Subjective Value Inventory (SVI) is a questionnaire designed to measure social psychological outcomes of a negotiation, such as satisfaction, interpersonal rapport, and impressions of oneself. The questionnaire will be used in conjunction with the second and third negotiation simulations (the paired negotiation and the team negotiation). These are the objectives associated with using the SVI:
1. To help you learn to conceptualize your performance in a negotiation along multiple dimensions;
2. To help you compare your own perspectives following negotiations to those perspectives held by others;
3. To provide you with individualized feedback concerning the impressions that their negotiation counterparts hold about them.
Following the close of each negotiation simulation, you are to complete this questionnaire. Your information will then be input online (information will be provided at the time detailing how to do this). In this way, feedback on the entire class averages and your team’s averages (for the third negotiation) will be available to you in addition to your own ratings. For now, just look over the questionnaire and the scoring key which follows.
Four dimensions of subjective valuE
1. Feelings about the Instrumental Outcome
2. Feelings about Oneself
3. Feelings about the Process
4. Feelings about the Relationship
Subjective Value Inventory Scoring Key
(Based on Curhan, Elfenbein, and Xu, 2005)
Feelings about the Instrumental Outcome
Item 1 __3___
Item 2 __4___
8 minus Item 3 __6___
Item 4 __3___
Total __16___
Average (Total/4) __4__ (a)
Feelings about Oneself
8 minus Item 5 __n/a___
Item 6 __7___
Item 7 __2___
Item 8 __5___
Total __14___
Average (Total/4) __3.5__ (b)
Feelings about the Process
Item 9 __6___
Item 10 __6___
Item 11 __4___
Item 12 __6___
Total __22___
Average (Total/4) __5.5___ (c)
Feelings about the Relationship
Item 13 __7___
Item 14 __4___
Item 15 __4___
Item 16 __4___
Total __19___
Average (Total/4) _4.75___ (d)
Global Subjective Value
Total lines a through d _17.75__
Average (Total/4) _4.43__
PAGE
Negotiating Assessments_Scales/Trust Scale Scores.doc
Trust Scale Scoring Key (page 686)
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Calculus Based Trust Items 1. __5___ 5. __5__ 9. __3___ 13. __3___ 17. __2___ 21. __3___ 25. __3___ 29. __3___ Total __27____ Calculus-Based Distrust Items 2. __3___ 6. __3___ 10. __3___ 14. __4___ 18. __3___ 22. __4___ 26. __4___ 30. __3___ Total __27____ Identification-Based Trust Items 3. __3___ 7. __5___ 11. __3___ 15. __5___ 19. __3___ 23. __3___ 27. __3___ 31. __3___ Total __28____ Identification-Based Distrust Items 4. __3___ 8. __1___ 12. __2___ 16. __5___ 20. __3___ 24. __3___ 28. __3___ 32. __3___ Total __23____
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