Negotiating Style Profile – Participant Guide

Includes 1 print assessment. Order one Participant Guide for each individual. Quantity discounts available.

Participant Guide Table of Contents:

• Assessment with Pressure-Sensitive Response Form
• The Model of Negotiating Styles
• Every Negotiator Has Two Universal Concerns
• The Model of Negotiating Styles
• Five Characteristic Negotiating Styles
• Which Style is Preferred?
• Interpersonal Skills of the Collaborative Negotiator
• Conducting a Collaborative Negotiation
• How to Score the NSP
• How to Create a Profile
• Interpreting Your Results
• Action Planning

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.