The Negotiating Style Profile helps individuals to develop their collaborative negotiating styles through thought, preparation, and skill practice.  Use it to assess employees for skills like:

• Learn five negotiating styles
• Identify personal negotiating style
• Discover why a win-win approach is most effective
• Learn how one’s negotiation style is perceived by others

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As a trainer, you can help individuals to develop their collaborative negotiating styles through thought, preparation, and skill practice. Based on Ury and Fisher’s collaborative win-win model, and heavily influenced by the highly-respected Thomas-Kilmann conflict resolution model, the Negotiating Style Profile self-assessment offers a simple framework for determining one’s negotiating style and the likely effect it has in negotiating situations.

Remember, the goal isn’t to crush the opponent. Everybody negotiates, and whether people are striving to hit their monthly sales quota, campaigning for a deadline extension, or pitching ideas to a team, the same principles apply. There’s more to effective negotiating than the outcome alone. In fact, building productive relationships is equally important. Skillful negotiators know this is the key to their success – and it’s what sets them apart from the rest. Negotiation training seminars and courses are essential tools to learn how to negotiate more effectively.

How It Works

The Negotiating Style Profile was designed to train and prepare all individuals, especially those who negotiate on a regular basis.

The Negotiating Style Profile self-assessment presents individuals with 30 statements, and their task is to choose one of seven possible responses, ranging from “Completely Characteristic” to “Completely Uncharacteristic.” Scores then, reveal a preference for one of five negotiation styles:

1. Defeating
2. Accommodating
3. Collaborating
4. Withdrawing
5. Compromising

The Negotiating Style Profile also offers a 180-degree feedback component that enables individuals to see how their peers perceive them. Combining the results of the self-assessment and the feedback provides individuals with an in-depth understanding of their natural tendencies as well as a starting point for improvement. Both pieces take approximately 20 minutes to complete, and we recommend you allow approximately one hour for the interpretation of results, debrief, and goal setting.

Trainer certification is not required to administer or facilitate the Negotiating Style Profile.

Uses and Applications

The Negotiating Style Profile can be used as a standalone learning instrument or part of a more comprehensive curriculum on topics such as negotiating, selling, communication, and conflict resolution. It’s an excellent starting point to help individuals:

• Gain awareness of their current negotiating behavior
• Prepare for an upcoming negotiation
• Improve the planning and communication skills needed to be an effective negotiator
• Practice negotiating with people who have different negotiation styles
• Improve reasoning skills

Learning Outcomes

The Negotiating Style Profile is suitable for all individuals, especially supervisors, customer service representatives, managers, sales professionals, negotiators, and consultants who wish to:

• Learn five negotiating styles
• Identify personal negotiating style
• Discover why a win-win approach is most effective
• Learn how one’s negotiation style is perceived by others
• Develop an action plan to improve negotiation style strengths

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