ABSTRACT
In this chapter we describe one computer-based prototype measure of the negotiating subskill of interpersonal competency. Such skills are important in the workplace. For example, management now recognizes a need to have workers take on more responsibility at the points of production, of sales, and of service rendered, if the United States is to compete in rapidly changing world markets. In order to adapt to the need to introduce new products and services quickly with high quality, managers are increasingly emphasizing employee involvement in management decision making, flatter organizational structure, just-in-time management, total quality management, and team work (Blinder, 1990; Cappelli & Singh, 1992; Gerhart, Milkovich, & Murray, 1992; Huselid, 1995; Kochan, Dyer, & Batt, 1992; Pfeffer, 1994; Stasz, Ramsey, Eden, Melamid, & Kaganoff, 1996).
