Negotiating Style Profile – Facilitator Guide

• Negotiating Style Profile Overview and Introduction
• Administering the Negotiating Style Profile
• About the Microsoft PowerPoint Presentation
• Experiential Learning Methodology
• Background Information
• Technical Development
• Recommended Reading
• Workshop At-A-Glance
• Preparation Checklist
• Facilitator Instructions
• Optional Activities
• Alternative Training Design
• Training Outline Template
• Activity Handout: What Is Negotiation?
• Certificate of Achievement
• Training Evaluation
• Overhead Transparencies
• Sample Participant Guide
• Sample Feedback Form
• CD-ROM including Reproducible Handouts and PowerPoint Presentation

Negotiating Style Profile assessment is a good foundational tool for negotiating skills development. It is most effective when 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. Using the Participant Guide, individuals 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 Observer Feedback Form, provides additional insight, as many people who think they are collaborative learn that their associates may disagree.