Negotiating Style Profile
Third Edition
Introduce the theory and practice of
collaborative negotiation with the Negotiating Style Profile
(NSP). Based on Ury and Fisher’s win-win model, the NSP offers a
simple framework for determining one’s negotiating style and the
likely effect of that style in a negotiating situation. Ultimately,
participants will learn to focus on those skills and methods that
are likely to produce synergistic outcomes.
Learning Outcomes
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Understand 5 styles of negotiating
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Identify personal negotiating
characteristics
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Learn why a win-win approach is most
effective
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Gather peer feedback about one’s
negotiating style
Theory
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 both concern for the outcome of the
negotiation and concern for the relationship appear to represent the
most important behaviors a negotiator can employ in an actual
negotiation. Furthermore, 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 (shown below) 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.
How It Works
Using the Participant Guide, individuals can 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 peer Feedback Form, provides additional
insight, as many people who think they are collaborative learn that
their associates may disagree.
Uses for NSP
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 program.
Negotiating Style Profile is a starting point — and probably
most effectively 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.
For more advanced negotiators who are familiar with the win-win
model in NSP, see Dealing with Tough
Negotiators.
What to Order/Product Contents
Order 1 Facilitator Guide per trainer. For each participant, order 1
Participant Guide and at least 3 Feedback Forms.
Facilitator Guide includes:
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Administrative guidelines
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Theoretical background
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Experiential learning methodology
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The Model of Negotiating Styles
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1½-hour workshop
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Alternative training design (2½-hour
workshop)
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4 supplemental activities
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Reliability, validity, and normative
data
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Characteristics of the 5 negotiating
styles
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CD-ROM containing Microsoft®
PowerPoint® presentation and reproducible masters including
handout, certificate of achievement, training evaluation, and
overhead transparency masters
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Training outline template
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Sample copy of Participant Guide
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Convenient binder format
Participant Guide
includes:
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30-item assessment
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Pressure-sensitive response form
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Interpretive information
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The Model of Negotiating Styles
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Characteristics of the 5 styles
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Action planning
Feedback Form includes:
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30-item assessment for gathering peer
feedback
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Pressure-sensitive response form
“Building Negotiating
Power” article includes:
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6 essential elements of preparing for a
negotiation
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6 essential communication skills to use
in negotiating
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5 steps for conducting a collaborative
discussion
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Strategies for resolving conflict
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