Although you may not think of yourself as a negotiator (like, with a capital N), negotiating is something we all do all the time. It’s communication aimed at mutual need satisfaction.
But even though we do it all the time, there’s a lot to negotiating – and by building the right interpersonal skills and modeling our behavior on a sound methodology, we can all reach positive outcomes. The key is knowing which skills are in need of building, and how to put them into practice.
Self-assessment is the first step toward improved performance. In order to progress, we first have to take stock of available resources and make note of deficiencies. By looking closely at our natural tendencies and current behaviors, we can make a plan to move toward more appropriate behaviors that will facilitate more effective negotiations.
The Negotiating Style Profile will frame this picture for you, and set out a model of effective negotiation skills to measure against and work toward. The basis for the Negotiating Style Profile assessment is that, in negotiations, the involved parties should have high concern for two things: the outcome of the discussion, and their relationship with the others involved.
By measuring these levels of concern as expressed by behavioral choices, the Negotiating Style Profile reveals your relative tendencies toward five negotiating styles. A collaborating style is put forth as the most effective approach to produce positive outcomes for all parties involved, and to maintain healthy relationships between them.
Simply understanding negotiation as a collaborative form of communication can be a major shift for a lot of people. And this shift can affect more than just negotiations. The set of skills needed to negotiate collaboratively can be extended to all aspects of worklife – improving performance and employee well-being.