Negotiating Style Profile
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Develop Your Team's Negotiating Styles
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.
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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:
- Defeating
- Accommodating
- Collaborating
- Withdrawing
- 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 & 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
Product Details
Product Type: Assessment and workshop. The Facilitator Guide is an in-depth binder, designed to help trainers swiftly administrate the assessment.
Target Audience: All individuals, especially those who negotiate on a regular basis.
Measures: Personal negotiating preferences.
Dimensions: Defeating, accommodating, collaborating, withdrawing, and compromising.
Time Required: Administration: 20 minutes. Interpretation: One hour. Workshop: 1.5 hours.
What To Order
Facilitator Guide: Order One Guide 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.
Paper Assessment 5-Pack: Order One Pack for Up to Five Participants.
The print version is ideal for facilitators who prefer to oversee scoring and administration of the assessment if you don't know who the participants will be before the class begins, or if your learners do not have easy access to computers. It includes pressure-sensitive forms for scoring to aid manual tabulation.
Paper Feedback 5-Pack: Provide at Lease Three Assessments Per Individual. (Recommended).
Feedback forms submitted by peers provide the data to create a second - or "feedback" - profile for each participant. They include a 30-statement assessment and pressure-sensitive response form.
Online Assessment: Order One Per Participant.
The online assessment is administered to participants through the HRDQ Assessment Center and includes personalized reporting, full-color charts, interpretive information, worksheets, and action planning. A detailed report is delivered electronically to the facilitator/administrator when complete.
Online Assessment w/Feedback: Order One Per Participant.
The online assessment containing all the feedback forms submitted by peers. This includes a 30-statement assessment in addition to the personalized reporting, full-color charts, interpretive information, worksheets, and action planning. A detailed report is also delivered electronically to the facilitator/administrator when complete.
QuickStart Train-the-Trainer: 1-hour virtual coaching session for this product.
QST is a convenient, one hour virtual coaching session for first-time facilitators of this product. You'll receive personalized, one-on-one coaching with a subject matter expert who will get you up to speed quickly and accurately, so you can step into the onsite with confidence. We'll answer all your questions about facilitation of the product. And you can add additional coaching hours as needed. Your coaching session can be provided by telephone or video call, and at a time of your choosing.
Facilitators will also receive an HRDQ Certificate of Completion for completing the QuickStart session.
About The Author
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 an M.Ed. from Northeastern University, as well as an 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 an M.Ed. in guidance and counseling from Northeastern University. Ms. Glaser is a co-author of Managing by Design as well as several learning tools, including Jungle Escape and the Team Effectiveness Profile.
Product Resources
- Sample Report | The Negotiating Style Profile Sample Report
- Case Study | The Negotiating Style Profile Case Study
- Infographic | 6 Interpersonal Skills of the Collaborative Negotiator