Negotiating Styles Demystified!

President John F. Kennedy once said, “We cannot negotiate with those who say, ‘What’s mine is mine and what’s yours is negotiable.’” Developing successful negotiation skills requires an understanding that the aim is to build productive alliances and explore mutual interests—not to crush the opponent. Whether people are battling over a 1.5 trillion dollar deficit reduction, striving to hit a tough profit margin goal, campaigning for a deadline extension, or selling ideas to a team, the same principles apply. Skilled negotiators know this and it’s what sets them apart from the rest.

As a trainer, you can help individuals develop their collaborative negotiation skills through thought, preparation, and skills practice. It all begins with negotiating style—from pinpointing one’s style to identifying the styles of others and learning how and when to use the most appropriate tactics.

We first introduced the Negotiating Style Profile (NSP) almost 30 years ago as a learning tool for the retail industry. Since then, trainers around the world have used it with thousands of individuals to build an awareness of negotiating style and develop effective skills. It remains one of our top five bestselling products today. That’s because the combination self assessment and 180° feedback gets results for frontline employees, power negotiators, management team members, and everyone in between. I encourage you to give it a try.

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