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Negotiating Style Profile - HRDQ

Negotiating Style Profile

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SKU: 0104E3S05

Negotiation Style Profile is a best-selling training tool designed for frequent negotiators, focusing on learning negotiation styles and personal preferences across five dimensions: defeating, accommodating, collaborating, withdrawing, and compromising.

Negotiation Skills

Assessment and workshop

Facilitator Guide (Print) Feedback (Print) Assessment (Print or Digital)

All individuals, especially those who negotiate on a regular basis

1 to 1.5 hours


Everyone should have good negotiation skills; they enable people to navigate conflict, make agreements, build strong relationships, and more. And yet, it can be so hard to develop negotiation skills because it requires a delicate balance of empathy, assertiveness, and strategic thinking.


As a skilled trainer, you have the opportunity to equip individuals with the skills they need to develop their negotiation styles and expertise through thought, preparation, and skill practice. Drawing inspiration from Ury and Fisher's collaborative win-win model and the revered Thomas-Kilmann conflict resolution model, this self-assessment provides a straightforward framework to identify one's negotiation style and its impact in various negotiating situations.


Discover the power of effective negotiation styles with our comprehensive product, Negotiating Style Profile. In any scenario, from striving to hit monthly sales quotas to pitching ideas to your team, negotiation skills are paramount. But successful negotiation isn't about crushing opponents; it's about building productive relationships. Our course empowers you and your team to understand and leverage your unique negotiation styles for optimal results. Unlock the secrets of skillful negotiators and set yourself apart from the rest. Don't just negotiate – negotiate strategically and effectively with Negotiating Style Profile.

How it works

The Negotiating Style Profile is a tool created to train and prepare individuals, particularly those who engage in frequent negotiations (which is nearly everyone).

This 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.

Five Negotiation Styles:

  1. Defeating
  2. Accommodating
  3. Collaborating
  4. Withdrawing
  5. 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, debriefing, and goal setting.

Trainer certification is not required to administer or facilitate the Negotiating Style Profile.

Learning outcomes

The Negotiating Style Profile is suitable for all individuals, especially supervisors, customer service representatives, managers, sales professionals, negotiators, and consultants. Unlock your full potential and excel in high-stakes negotiations with the Negotiating Style Profile.

Five Learning Outcomes:

  • Learn five negotiating styles
  • Identify personal negotiating style
  • Discover why a win-win approach is most effective
  • Learn how others perceive one's negotiation styles
  • Develop an action plan to improve negotiation style strengths

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 in five areas.

Five Uses and Applications:

  • Gain awareness of their current negotiating styles and 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.

Additional information

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 the negotiation styles 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 least three assessments per individual. 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 of the Negotiating Style Profile 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 with Feedback

Order one per participant. The online assessment contains all the feedback forms submitted by peers. This includes a 30-statement assessment in addition to personalized reporting, full-color charts, interpretive information, worksheets, and action planning. A detailed report on negotiation styles is also delivered electronically to the facilitator/administrator when complete.

QuickStart Train-the-Trainer

QuickStart Train-the-Trainer 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 the 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 authors

Rollin Glaser, Ed.D., was 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 held several degrees, including a BS 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 authored Personnel Management for Retailers and co-authored 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 BS 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.

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