Negotiating Style Profile Sample Items

The Negotiating Style Profile contains 30 statements that pertain to negotiating style preferences. Individuals rate the statements using the following scale:

CC = completely characteristic of me
C= characteristic of me
SC= somewhat characteristic of me
N= neither characteristic nor uncharacteristic of me
SU= somewhat uncharacteristic of me
U= uncharacteristic of me
CU= uncharacteristic of me

The following is a sampling of items linked to each of the 5 negotiating styles:

Defeat
· I believe that negotiators are adversaries.
· I enjoy the reputation of a tough battler.
Withdraw
· I put aside decisions until conflicts have quieted down.
· I keep a low profile during a negotiating discussion.
Accommodate
· People with whom I negotiate know me as a friendly peacemaker.
· I believe that a soft word can win a warm heart.
Compromise
· I believe that half a loaf is better than none.
· When I negotiate, I put a lot of effort into looking for trade-offs.
Collaborate
· I believe that effective negotiators develop a partnership.
· When negotiating, I attempt to work through our differences.

Excerpted from the Negotiating Style Profile by the HRDQ Research & Development Team.
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