Negotiating Style Profile

Starter Kit for up to 5 Participants
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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.

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.

Additional Information for Negotiating Style Profile:

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.

Target Audience

All individuals, especially those who negotiate on a regular basis

Product Type

Self-assessment and classroom workshop


Personal negotiating preferences


  • Defeating
  • Accommodating
  • Collaborating
  • Withdrawing
  • Compromising

Time Required

Administration: 20 minutes
Interpretation: 1 hour
Workshop: 1.5 hours

What to Order

Facilitator set: Order one per trainer.
The comprehensive facilitator set includes everything trainers need to deliver the Negotiating Style Profile, including background information, administrative guidelines, a step-by-step workshop outline, the Model of Negotiating Styles, alternative training designs, optional activities, a Microsoft PowerPoint presentation, and 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.
The Negotiating Style Profile print self-assessment includes the 30-item inventory with pressure-sensitive scoring, the Model of Negotiating Styles, interpretive information, and action-planning worksheets.
Online self-assessment: Order one per individual.
The Negotiating Style Profile online self-assessment includes a personalized interpretive report, the Model of Negotiating Styles, interpretive information, and action-planning worksheets.
180 degree feedback form: Order a minimum of three per individual.
The Negotiating Style Profile 180 degree feedback form is available in both printed and online formats. We recommend ordering a minimum of three forms per individual learner. Please note: We suggest a two-week allowance for the distribution and coordination of peer feedback.