You understand price is always more than the amount of money or goods given in exchange for something else.

always   frequently    sometimes       rarely     never

You understand the value of various prices as well as all the costs involved for each side.

always   frequently    sometimes       rarely     never

You understand that appealing to the intellect or to reason will not necessarily win the negotiation.

always   frequently    sometimes       rarely     never

You know understanding the self-image and attitude of the  person you’re negotiating with are as important as understanding  the deal itself .

always   frequently    sometimes       rarely     never

Before entering into any negotiation, you have written down what you know and what you don’t know about your position and the other person’s.

always   frequently    sometimes       rarely     never

You’ve developed probing questions to discover, quickly and accurately, the unknown price and value differences between the two sides.

always   frequently    sometimes       rarely     never

You pay close attention to how the other side answers specific questions, looking for patterns that reveal if they are primarily risk or opportunity oriented.

always   frequently    sometimes       rarely     never

You are ready to provide the other side with information to make it easier for them to not only understand the price but to also justify the price to both themselves and those they must convince.

always   frequently    sometimes       rarely     never

You know how to un-bundle what you’re selling or buying and how to assign fair prices to the parts, calculating the value of each part and then comparing total value to total price.

always   frequently    sometimes       rarely     never