Negotiating Style Profile

Starter Kit for up to 5 Participants
Select Components:

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.

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 important tools to learn how to negotiate more effectively.

  • Overview
  • Details
  • FAQ's
  • Authors
  • Resources

How It Works

The Negotiating Style Profile self-assessment presents individuals with 30 statements. Their task is to choose one of seven possible responses, ranging from "Completely Characteristic" to "Completely Uncharacteristic." Scores reveal a preference for one of five negotiation styles: defeating, accommodating, collaborating, withdrawing, or compromising.

The Negotiating Style Profile also offers a 180 degree feedback component that enables individuals to see how they are perceived by their peers. 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.

The Negotiating Style Profile Facilitator Set includes tools to lead a one-and-a-half hour classroom training workshop, including comprehensive background information, step-by-step instructions, optional activities, alternative training options, a reproducible article, and a professional Microsoft PowerPoint presentation. 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.

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

Learning Outcomes

  • 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

The Negotiating Style Profile has been a trainer favorite for more than 30 years. It's an excellent starting point for anyone in your organization, from front-line employees to management team members and everyone in between.

Product Details

Product Type: Self-assessment and classroom workshop

Target Audience: All individuals, especially those who negotiate on a regular basis

Measures: Personal negotiating preferences
  • Defeating
  • Accommodating
  • Collaborating
  • Withdrawing
  • Compromising
Time Required: Administration: 20 minutes, Interpretation: 1 hour, Workshop: 1.5 hours

What do I order?

Starter Kit: Order one kit to train up to 5 participants with Feedback.
The provides all the tools you need to ensure a successful learning experience. It includes a Facilitator Guide, (5) Print Self-Assessments and (15) Print Feedback Forms.

Facilitator Guide: Order one per trainer.
The Facilitator Guide makes preparation easy with comprehensive background information, workshop guidelines, and a Microsoft PowerPoint presentation. The guide also includes sample participant materials. Facilitator support materials will be available to you as a digital download link in your order confirmation.

Print Self-Assessment: Order one per individual or participant.

Print Feedback Form: We recommend a minimum of three per individual or participant.

Online Self-Assessment: Order one per individual or participant.

Online Self-Assessment w/Feedback: Order one per individual or participant.

About the Authors

Rollin Glaser, Ed.D. is an accomplished trainer, consultant, and expert in the field of adult learning, and is also the co-founder and former chief executive officer of HRDQ. He holds several degrees, including a B.S. from Northwestern University and a M.Ed. from Northeastern University, as well as a MA and Ed.D. from Columbia University. In addition to many assessments, training games, programs, and articles, Rollin is the author of Personnel Management for Retailers and co-author of The Management of Training and Managing by Design.

Christine Glaser, M.Ed. is the co-founder and former president of HRDQ. Her previous experience includes management skills training, consulting, editing, and public school teaching. She holds a B.S. from Northwestern University and a M.Ed. in guidance and counseling from Northeastern University. Ms. Glaser is co-author of Managing by Design as well as several learning tools, including Jungle Escape and the Team Effectiveness Profile.