Overview

Distinct from most negotiating style assessments that use a conceptual model similar to conflict styles, this tool bases your styles on a quadrant developed from measuring the levels of empathy and energy you apply in negotiating situations. Four negotiating styles emerge:

  • Pushy bullying
  • Quietly manipulating
  • Carefully suggesting
  • Confidently promoting

When to Use

  • With any employees who need to improve their negotiating effectiveness by learning about different styles of negotiation and when to use each.
  • With purchasing managers, sales, customer service and business development persons who need to be aware of negotiating styles to improve their effectiveness in bargaining, resolving disputes, renegotiating contracts, and compromising.
  • As an entry learning exercise for any team faced with a major internal or external negotiation.
  • As an introductory training activity on negotiating styles to expose participants to their own predispositions in negotiating and how they can better use other styles.
  • With managers and executives who need to be able to recognize and correct counter productive approaches in negotiation that may observe.
  • As the center piece of a 1-day facilitated training workshop on negotiating styles.

Benefits

  • Negotiating styles feedback report — Displays the participants negotiating style predisposition and provides positive uses for each of the four styles, information on applying negotiating skills and how to read body language in a negotiation.
  • Norm Comparison — The Negotiating styles report displays a graphical “realm of best practice” that overlays your individual results and provides an indication of where your own negotiating style profile may be too strong or not strong enough.
  • Easy to administer – The online administrative component is easy for both administrators and participants, yet provides administrators key control over the distribution of results.
  • Relevant feedback – In addition to your specific profile information the feedback report contains a “Contract for Change” template that can be used individually or in a class for planning improvement actions.

Features

  • Measures 4 negotiating styles through 32 items, and provides a wealth of information on how to apply these negotiating styles more effectively.
  • Worded in simple, understandable and behavioral terms allowing any participant, regardless of education or English language proficiency, to understand and provide accurate ratings.
  • The report is broken into ten smaller reports. Reports begin with an introduction to negotiating styles followed by your individual assessment results and then detailed explanations of how to use this new information.