Abstract:
Based on the results from factor analysis, Rasch analysis and Mokken analysis, we present
the findings of a preliminary assessment of the proposed measurement scales for four
negotiation predisposition styles: accommodating, avoiding, collaborative and competing
predispositions. While the three analyses identify a common set of measurement items for
each scale, they also suggest that other items are appropriate to measure the styles-not all
consistent across the three analyses. Methodologically, the inconsistent results raise some
concerns about the use of these three analyses for evaluating measurement scales as they are
commonly used in structural equation modelling (SEM). Conceptually, we contribute to
providing an initial basis for measuring negotiation styles within contexts such as account
relationships and a variety of other sales management contexts.
