Third Edition
The Negotiating Style Profile is appropriate for anyone involved in negotiations. It is flexible enough to be used as a stand-alone instrument or as a component in a larger negotiating, communication, or leadership programme.
Negotiating Style Profile is a starting point — and probably most effectively administered, scored, and interpreted before any formal negotiation skills training begins. Once individuals are aware of their own negotiating style, they can learn to negotiate effectively by acquiring good negotiating skills.
For more advanced negotiators who are familiar with the win-win model in NSP, see Dealing with Tough Negotiators.
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.
What to order: You will need 1 paper or online assessment per participant. For maximum benefit, purchase 1 Facilitator Guide per trainer. Feedback also available in paper or online formats. Purchase 1 paper booklet per participant or purchase 1 credit per participant for the online format. This credit includes one Negotiating Style Profile 180 Online Feedback: comprising of one online self assessment and the capability to send gain feedback from up to nine peers.
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.
