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Negotiating Style Profile - Starter Kit


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Everybody negotiates. And whether people are striving to hit their monthly sales quota, campaigning for a deadline extension, or pitching ideas to a team, the same principles apply. Theres more to effective negotiating than the outcome alone. In fact, building productive relationships is equally important. Skillful negotiators know this is the key to their success - and its what sets them apart from the rest.

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Additional information about Negotiating Style Profile - Starter Kit

Everything you need to get started with the Negotiating Style Profile, including a comprehensive facilitator guide, six print self assessments and 15 observer feedback Forms. Additional Self Assessments may be purchased separately. 

Facilitator Guide Table of Contents: 

  • Negotiating Style Profile Overview and Introduction
  • Administering the Negotiating Style Profile
  • About the Microsoft PowerPoint Presentation
  • Experiential Learning Methodology
  • Background Information
  • Technical Development
  • Recommended Reading
  • Workshop At-A-Glance
  • Preparation Checklist
  • Facilitator Instructions
  • Optional Activities
  • Alternative Training
  • Design Training
  • Outline Template
  • Related Materials from HRDQ
  • Activity Handout: What Is Negotiation?
  • Certificate of Achievement
  • Training Evaluation
  • Overhead Transparencies: tear-out pages from the back of the facilitator set that you can copy to create your own overhead materials
  • Sample Self Assessment
  • Sample Feedback Form
  • CD-ROM including Reproducible Handouts and PowerPoint Presentation

Self Assessment Table of Contents: 

  • Assessment with pressure-sensitive response form
  • The Model of Negotiating Styles: Every Negotiator Has Two Universal Concerns
  • The Model of Negotiating Styles: Five Characteristic Negotiating Styles - Which Style is Preferred?
  • Interpersonal Skills of the Collaborative Negotiator
  • Conducting a Collaborative Negotiation
  • How to Score the NSP
  • How to Create a Profile
  • Interpreting Your Results
  • Action Planning Observer Feedback Form: Feedback Assessment with pressure-sensitive response form
Uses and Applications

The Negotiating Style Profile can be used as a standalone learning instrument or part of a more comprehensive curriculum on topics such as negotiating, selling, communication, and conflict resolution. It's an excellent starting point to help individuals:
  • Gain awareness of their current negotiating behavior.
  • Prepare for an upcoming negotiation.
  • Improve the planning and communication skills needed to be an effective negotiator.
  • Practice negotiating with people who have different negotiation styles.
  • Improve reasoning skills.
The Negotiating Style Profile is suitable for all individuals, especially supervisors, customer service representatives, managers, sales professionals, negotiators, and consultants.

Learning Outcomes
  • Learn five negotiating styles
  • Identify personal negotiating style
  • Discover why a win-win approach is most effective
  • Learn how one's negotiation style is perceived by others
  • Develop an action plan to improve negotiation style strengths
The Negotiating Style Profile has been a trainer favorite for more than 30 years. It's an excellent starting point for anyone in your organization, from front-line employees to management team members and everyone in between.

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