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


Instructions

This questionnaire will be easy to complete. Read each statement, and select the choice that  most accurately describes your view. Please answer these questions as honestly as possible

 

View the System Requirements for this assessment.

Confidently Promoting
1. It is best to get to the important issues quickly.
True    Partly true    Neither true nor false    Partly false    False   
2. Focusing on the facts gets the best result in most negotiations.
True    Partly true    Neither true nor false    Partly false    False   
3. One often has to "sell" an idea or proposition.
True    Partly true    Neither true nor false    Partly false    False   
4. Getting heated or angry rarely achieves any useful purpose.
True    Partly true    Neither true nor false    Partly false    False   
5. It is easy to miss or not hear useful suggestions in a negotiation
True    Partly true    Neither true nor false    Partly false    False   
6. It is always important to stay objective.
True    Partly true    Neither true nor false    Partly false    False   
7. One person’s "ceiling" is another person’s "floor".
True    Partly true    Neither true nor false    Partly false    False   
8. Movement on both sides is the essence of good negotiating.
True    Partly true    Neither true nor false    Partly false    False   
 
Carefully Suggesting
9. I like to feel as much empathy as I can for the other party.
True    Partly true    Neither true nor false    Partly false    False   
10. I often feel that I cannot get my point across properly.
True    Partly true    Neither true nor false    Partly false    False   
11. The relationship side of negotiations is more interesting than anything else.
True    Partly true    Neither true nor false    Partly false    False   
12. I usually have to compromise my position a little in order to reach a deal.
True    Partly true    Neither true nor false    Partly false    False   
13. I enjoy the give-and-take of friendly haggling.
True    Partly true    Neither true nor false    Partly false    False   
14. It is useful in negotiations to start with what is already agreed upon, rather than what is up for debate.
True    Partly true    Neither true nor false    Partly false    False   
15. People will be convinced if an idea or suggestion has inherent quality and appeal.
True    Partly true    Neither true nor false    Partly false    False   
16. When I make suggestions, I am not always understood.
True    Partly true    Neither true nor false    Partly false    False   
 
Quietly Manipulating
17. It is important to admit to the weaknesses in your own argument, on your terms, before the other side learns about them.
True    Partly true    Neither true nor false    Partly false    False   
18. It is important never to reveal your emotions when you are negotiating.
True    Partly true    Neither true nor false    Partly false    False   
19. It is okay to bend the truth occasionally in order to gain an advantage.
True    Partly true    Neither true nor false    Partly false    False   
20. Showing any sign of weakness when negotiating will be exploited.
True    Partly true    Neither true nor false    Partly false    False   
21. Silence is a very useful weapon in negotiations.
True    Partly true    Neither true nor false    Partly false    False   
22. Watching the body language of the other party can give you an advantage in negotiations.
True    Partly true    Neither true nor false    Partly false    False   
23. It is good strategy to surprise the other side with "new" information; it puts them off-guard.
True    Partly true    Neither true nor false    Partly false    False   
24. Negotiations are basically mind-games.
True    Partly true    Neither true nor false    Partly false    False   
 
Push Bullying
25. Sometimes I need to raise my voice to get my point across.
True    Partly true    Neither true nor false    Partly false    False   
26. Negotiations are fundamentally about winning.
True    Partly true    Neither true nor false    Partly false    False   
27. When the other party won’t negotiate according to the rules, it is best to just walk away.
True    Partly true    Neither true nor false    Partly false    False   
28. People often waffle about nothing in particular when negotiating.
True    Partly true    Neither true nor false    Partly false    False   
29. I enjoy being thought of as a hard and assertive negotiator.
True    Partly true    Neither true nor false    Partly false    False   
30. I always like to be the one to summarize a final position before the negotiation concludes.
True    Partly true    Neither true nor false    Partly false    False   
31. There is little subtlety to a good negotiation; the other party either wants to reach a deal or doesn’t.
True    Partly true    Neither true nor false    Partly false    False   
32. People are often too frightened to say "yes" to a deal because they might be wrong.
True    Partly true    Neither true nor false    Partly false    False   

Price for this assessment $24.95


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"Negotiating Styles is a registered trademark of HRD Press, Inc. Used with permission."
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