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Negotiating Style Profile

Using the Participant Guide, individuals can create 2 profiles. The first profile is based on an assessment of their own preferences for one of 5 negotiating styles: Defeat, Withdraw, Accommodate, Compromise, or Collaborate. The optional second profile, based on scores compiled from the peer Feedback Form, provides additional insight, as many people who think they are collaborative learn that their associates may disagree. ALSO ONLINE*.
Code: 104
Category: Instruments
£15.24

Third Edition

Introduce the theory and practice of collaborative negotiation with the Negotiating Style Profile (NSP). Based on Ury and Fisher’s win-win model, the NSP offers a simple framework for determining one’s negotiating style and the likely effect of that style in a negotiating situation. Ultimately, participants will learn to focus on those skills and methods that are likely to produce synergistic outcomes.

Learning Outcomes

• Understand 5 styles of negotiating

• Identify personal negotiating characteristics

• Learn why a win-win approach is most effective

• Gather peer feedback about one’s negotiating style

Theory

The Model of Negotiating Styles at the center of Negotiating Style Profile is based on relevant literature on negotiating practices, including Getting to Yes, by Roger Fisher and William Ury. These sources reveal that both concern for the outcome of the negotiation and concern for the relationship appear to represent the most important behaviours a negotiator can employ in an actual negotiation. Furthermore, it is clear that a negotiator cannot be effective in both the short and long terms if he or she emphasises one set of concerns to the exclusion of the other.

How It Works

Using the Participant Guide, individuals can create 2 profiles. The first profile is based on an assessment of their own preferences for one of 5 negotiating styles: Defeat, Withdraw, Accommodate, Compromise, or Collaborate. The optional second profile, based on scores compiled from the peer Feedback Form, provides additional insight, as many people who think they are collaborative learn that their associates may disagree.

Participant Guide includes:

• 30-item assessment

• Pressure-sensitive response form

• Interpretive information

• The Model of Negotiating Styles

• Characteristics of the 5 styles

• Action planning - NEW!

ONLINE VERSION ALSO AVAILABLE (See Related Products below)

* Telephone (01267) 281661 to set up a new online project. Please go to the Online Assessments section of the website for the full range of available Online Assessments.

Products specifications
Format Instrument, also available online
Objective To measure individual negotiating performances
Audience Anyone involved in negotiations
Time Required 1 to 1½ hours
Author HRDQ Research & Development Team
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This self-analysis profile helps you assess the manner in which you negotiate with colleagues. The Free Downloadable pdf sample will enable you to assess the product more fully. Just add your selection to cart (as if shopping) and once registered on this website, go to the "MY ACCOUNT" section. There you will be able to access your Downloads.
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