Negotiation Style

Everyone negotiates! Although there are some situations that are clearly labeled as “negotiations”, there are many others that require the same level of effective negotiating skill. These situations all have one thing in common: they require two or more people to communicate with each other in order to reach a deal of some kind (even though they may sometimes fail to do this!). The Negotiating Style Instrument is designed to assist individuals to understand their own negotiating style and preferences. The instrument is easy to score and interpret and uses a clear framework to provide the respondent with a graphic personal profile of their style preferences using the model. The Negotiating Style Instrument identifies the benefits of using each style and helps clarify the link between behavior and its consequences. It also gives practical suggestions on positive ways to use each style preference.

The four negotiating styles are:

  • Pushy Bullying
  • Confident Promoting
  • Quietly Manipulating
  • Carefully Suggesting

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