Fundamentals of Selling 13th Edition by Charles Futrell

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The following 10 personal characteristics necessary to successful negotiation can help you determine the potential you already possess and also identify areas where improvement is needed. On a separate piece of paper, write the number that best reflects where you fall on the scale. The higher the number, the more the characteristic describes you. When you have finished, total the numbers.
If you scored 80 or more, you have characteristics of a good negotiator. You recognize what negotiating requires and seem willing to apply yourself accordingly. If you scored between 60 and 79, you should do well as a negotiator but have some characteristics that need further development. If your evaluation is less than 60, you should go over the items again carefully. You may have been hard on yourself, or you may have identified some key areas on which to concentrate as you negotiate. Repeat this evaluation again after you have had practice negotiating. 11