HRDQ

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L E A R N I N G O U T C O M E S
• Learn five styles of negotiating
• Identify personal negotiating style
• Discover why a win-win approach is most
effective
• Learn how one’s negotiating style is
perceived by others
Negotiating
Style Profile
Third Edition
Rollin Glaser, EdD and Christine Glaser, MEd
Assessment and Workshop, 1 hour
The goal isn’t to crush the opponent.
Everybody negotiates. Buyers negotiate with sellers, management with labor, supervisors
with their teams, and teams with other teams. To be a truly effective negotiator, one must
first understand that the aim isn’t to crush the opponent. Rather, it’s important to recognize
that the value of the relationship is just as important as the outcome.
The Negotiating Style Profile (NSP) is a comprehensive training tool that provides a
complete picture of one’s dominant negotiating style. Based on the same win-win
approach made popular by Ury and Fisher’s Getting to Yes and the highly respected
Thomas-Kilmann Conflict Resolution Model, the NSP identifies a preference for one of
five negotiating Styles:
• Defeating
• Accommodating
• Collaborating
• Withdrawing
• Compromising
Appropriate for managers and employees at any level of an organization, the profile
opens the door to a powerful learning experience that goes far beyond illuminating
what “win-win”means and why the concept is crucial in negotiating situations.
Facilitator Set Includes facilitator guide, workshop instructions, sample participant materials, and
PowerPoint presentation $181
Paper Self Assessment $17.90
Online Self Assessment $25
Paper Feedback Form $7
180 Feedback Online Assessment Set Includes one self and up to 9 feedback assessments $40
QuickStart Training Two hours of telephone coaching for facilitators $450
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“ The Negotiating Style Profile helps individuals to step back from
a situation, determine if the style they are using is most effective,
and choose one that is appropriate. I rely on it for its consistent
validity, strong model, and because it’s easy to use. The theory is
simple to grasp and fits well with Situational Leadership and other
theories.”
Michael Milano, President
Murphy and Milano, Inc
NEGOTIATING