Exercise | May 2002 (Revised June 2002)

Negotiation Self-Assessment

by Michael A. Wheeler


This exercise helps students evaluate their negotiating style on traditional measures of creating versus claiming, and empathy and assertiveness. In just a few minutes, they can see where their natural style lies on a matrix.

Keywords: Negotiation; Attitudes;


Wheeler, Michael A. "Negotiation Self-Assessment." Harvard Business School Exercise 902-218, May 2002. (Revised June 2002.)