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<br />APPENDIX: Detailed Results <br /> <br />Suzanne Sample <br />8/10/2005 <br /> <br />I = All * = Self 0 = Boss 0 = Peer \1 = DirRpt << = Other <br /> <br />Negotiation <br /> <br />1 = Strongly Disagree 2 = Disagree 3 = Neutral 4 = Agree 5 = Strongly Agree <br /> <br /> <br />Behavior1~ Tries to understand the issues from the <br />other party's perspective <br /> <br />Behav.ior2~ ..Influences the other party to see the issues <br />from hislher perspective <br /> <br />Behavior3~ Tries to establish a discussion framework <br />that recognizes that both parties must prosper <br /> <br />Behavior 4: Does not concede so much that his/her <br />Clrganizationcannot profit from the agreement <br /> <br />Behavior 5: Does not exact concessions from the other <br />party that are so high that the other party cannot profit <br />fromthe agreement <br /> <br />Behavior 6: Reaches agreements that are mutually <br />beneficial <br /> <br /> <br /> Self * Boss 0 <br /> 2 3 4 5 2 3 4 5 <br />Behavior 2 <br />1 <br />Behavior 2 <br />2 <br />Behavior 2 <br />3 <br />Behavior 3 <br />4 <br />Behavior 3 <br />5 <br />Behavior <br />6 <br /> <br />C N. ™ <br />areer aVIgator <br /> <br />T-~~.AiR---. <br /> <br /> <br /> <br /> <br />28/30 <br /> <br /> <br /> <br />