Negotiating Style Profile

This profile is designed to assist individuals to determine and understand their own negotiating style preferences, and in doing so give them a basis to look at ways to adjust this style to achieve better results in future. As everyone has their own unique negotiating style, it is usual to score in all four broad negotiating style categories, which include:

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

People use negotiating skills for many reasons. Negotiating itself combines a number of tactics and methods for communicating which are outside normal everyday conversation and discussion. Ideally, individuals will not only be able to recognise their behaviour in each of these areas, but consciously enact and use each where appropriate.

Thirty-two questions are scored on a separate carbon form on a five-point scale between ‘True for you’ and ‘False for you’. These scores are then plotted on a quadrant graph between ‘powerful’, ‘persuasive’, ‘gentle’ and ‘coercive’. This gives the respondent visual feedback on their preferences. Each style is expanded upon and discussed, so that the particulars of each can be understood. Developmental notes are also included.

This instrument measures an individual's skills and is scored on a Likert scale.