Assess your own motivational orientation by completing the questions in Exhibit 5 -3

Given that a key to
self-insight is recognizing the external factors that shape your motivational orientation (following Richard
Shell's list), what tools do you need to help you become more effective at pie -slicing and pie expansion?

What will be an ideal response?

If the student scores high as a cooperative negotiator, the following tools can help keep him or her balanced in a
negotiation: avoid concentrating too much on your bottom line; develop your BATNA; get an agent and delegate
the negotiation task; tell a third-party about your negotiation, make promises, and report your results; rehearse not
saying yes to everything that is proposed; insist on commitments, not just agreements. If the student scores high as
a competitive negotiator, the following tools can help keep him or her balanced in a negotiation: think about
pie -expansion, not just pie -slicing; ask more questions than you think you should; rely on standards of fairness
and objectivity; hire a relationship manager; be scrupulously reliable; do not haggle when you can negotiate;
always acknowledge the other party and protect that person's self-esteem.