Realtionship
Assessment
Example

Home Page

Back to
NoteBook
Summary

Download
Demo

Relationships are about behavior. If you are interested in knowing the type of relationship you have with an organization or person you need to observe the behavior of your counterpart towards you. So this assessment asks you to make judgments about the type of behavior that is present in the relationship. The relationship assessment assists in defining the current type of relationship that exists between a buyer and seller. It also can be used to define what the relationship needs to be. To enhance the value of this assessment it is recommended that both parties assess the relationship from their point of view.

Antagonistic Relating

Buyers and sellers are enemies. Both parties contrive methods to deny any needs satisfaction to the other party. Neither party takes responsibility for anything that happens in the relationship. The underlying dynamic is rejection.

Adversary Relating

Buyers and sellers are engaged in competitive struggle. Both parties are attempting to capture the maximum value for their side. They conditionally accept each other as long as they believe they have the opportunity to gain more then their counterpart.

Cooperative Relating

Buyers and sellers relate as team. Mutual problem solving is achieved through communication of problems, needs, and feelings. They accept each other unconditionally (within boundaries; i.e., lying, cheating, stealing). Mistakes are tolerated and expected because human beings are imperfect.

Creative Relating

In creative relating one party in the relationship is focusing their energy in assisting the other party to exceed the goals and objectives. This is a special relationship and is not normal in business relationships. The only exception would be government set-aside programs or a countertrade obligation where the objective is to find a supplier that is capable of supplying and the task is to assist them in reaching this goal.