*1.Which statement is closer to your core belief:

“My role is to secure the maximum value for my organisation in commercial transactions regardless of whether the transaction is fair for the other party"

Or

“My role is to ensure all transactions I am involved in are first and foremost, ethical, transparent and fair”(Required.)

Statement 1

Statement 2

*2.Do you believe that commerce and ethics can be perfectly combined so there is no conflict?
(Required.)

Yes

I believe that they can be combined so that there is minimal conflict

I believe that they can be combined, however a conflict is inevitable

No

*3.Which view of commercial negotiations is closest to you own personal view:(Required.)

A war to be fought, with one winner

A game of tactics, of cat and mouse where the smartest operator makes the most gains

A mutual discussion to ensure a win / win outcome with fair distribution of gains

A process to be avoided where possible

*4.To what extent do you believe bluffing / lying is acceptable in commercial negotiations?(Required.)

Yes, it's all part of the game of negotiation

Yes, but only in exceptional circumstances

No, it's not acceptable

*5.When discussing a proposal, If your commercial partner did not spot a mistake that was in you favour, would you bring it to their attention?(Required.)

Yes

No

*6.How comfortable do you feel in using "under the radar" methods that oblige others so that you win a better deal for your organisation? (e.g. giving a gift / help in advance of a negotiation to ‘soften’ the other, managing / withholding information, flattery, painting a rosy future of co-operation etc) (Required.)

I would not

Slightly uncomfortable

Neutral

Comfortable

I do this regularly

*7.If you could set up a commercial deal which gained you a bonus of +10% of salary, but would result in an equivalent reduction in your commercial partner’s income, how likely would you to be to do it?(Required.)

Definitely not

Probably not

Maybe

Probably yes

Definitely yes

8.Which of the following behaviours have you seen from your counterpart in the buying-selling process?

Lying to get a better deal

Creation of false deadlines to get you to commit

Restricting access to decision makers to prevent free negotiation

Not delivering on agreements

Intentional use of wrong information to negotiate better terms

Rudeness or aggression

Over emphasising positives to get commitment

none of the above

9.What dirty tricks / dubious practices have you seen in your career in the buying-selling process?

*10.Do you think unethical behaviour has increased or decreased in business over the last 5 years?(Required.)

Increased

Stayed the same

Decreased

*11.Which profession do you think is most “ethical”?(Required.)

Buying

Selling

They are both identical