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Negotiating Style Profile
Negotiating Style Profile

Ticket Information

Ticket Type Price Fee Quantity
Assessment Fee £20.00 £1.15

Event Details

Online Assessment

Negotiate
  
 

Negotiating Profile - develop your winning Style!

 
 
 

Would you like to improve your negotiation style?

 
The Negotiating Style Profile is a win-win!
 
This is a collaborative negotiating assessment for improving negotiating skills. The assessment identifies a preference for 1 of 5 negotiating styles based on the William Ury and Roger Fisher’s win-win model of negotiating, and the Thomas-Kilmann conflict resolution model.

Negotiating is a skill that everyone can use, regardless of whether or not it is part of a formal job requirement.  One of the challenges, though, is that not everyone negotiates in the same way. We each have a personal negotiating style that influences how we approach and engage the process. By being aware of their negotiating style, individuals will be in a better position to acquire good negotiating skills.
 
The Negotiating Style Profile is a great starting point. Based on Ury and Fisher’s collaborative win-win model, and heavily influenced by the Kilmann-Thomas conflict resolution model, The Negotiating Style Profile offers a simple framework for determining one’s negotiating style and the likely effect of that style in a negotiating situation. Both professionals and non-professionals will find the Negotiating Style Profile to be a valuable tool for improving negotiating skills.  You identify your preference for 1 of 5 negotiating styles:  Defeating, Accommodating, Collaborating, Withdrawing, or Compromising.  
 

Learning Outcomes

  • Understand 5 styles of negotiating
  • Identify personal negotiating characteristics
  • Learn why a win-win approach is most effective

Theory and Development

The Model of Negotiating Styles at the center of Negotiating Style Profile is based on relevant literature on negotiating practices, including Getting to Yes, by Roger Fisher and William Ury. These sources reveal that concerns for both the outcome of the negotiation and for the relationship appear to represent the most important behaviors a negotiator can employ in an actual negotiation. The Negotiating Style Profile also references the research of Thomas and Kilmann (1976) because the negotiating model bears similarities to the conflict resolution process, which suggests that a particular resolutions style can be predicted based upon a person’s willingness to confront issues and willingness to see all points of view. The Thomas-Kilmann model describes five pure styles for conflict resolution. This same approach can be used to describe the five styles of negotiating behavior. Drawing from the literature on conflict resolution, it is clear that a negotiator cannot be effective in both the short and long terms if he or she emphasizes one set of concerns to the exclusion of the other. 
 
Although variations of each of the 5 Characteristic Negotiating Styles may be appropriate under certain conditions, it is suggested that a consistent application of the Collaborate style offers the greatest probability of producing the highest quality negotiating results and the most enduring satisfaction to the parties involved.
 

Uses for the Assessment

 
The Negotiating Style Profile is appropriate for anyone involved in negotiations. It is flexible enough to be used as a stand-alone instrument or as a component in a larger negotiating, communication, or leadership programmes.

How It Works
 
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 you are aware of your own negotiating style, you can learn to negotiate effectively by acquiring good negotiating skills. 

If you have any questions call us on 01920 485552 or assessment@getcsrconnected.org.uk.