A powerful combination of self-assessment, 180° peer feedback, and classroom training, the Negotiating Style Profile identifies a preference for one of five negotiating styles: Defeating, Accommodating, Collaborating, Withdrawing, or Compromising.
Based on Ury and Fisher’s collaborative win-win model, and heavily influenced by the highly respected Thomas-Kilmann conflict resolution model, the Negotiating Style Profile offers a simple framework for determining one’s negotiating style and the likely effect it has in negotiating situations.
The model by Kilmann and Thomas (1976) suggests that depending on a person’s willingness to confront issues and willingness to see all points of view, a particular conflict resolution style can be predicted.
The Kilmann-Thomas model describes five pure styles for conflict resolution. This same approach can be used to describe the five pure styles of negotiating behavior. These styles are described in The Model of Negotiating Styles by Rollin Glaser and Christine Glaser. Gordon Shea (1983) in Creative Negotiating describes similar relationships.
The NSP evolved from a need to help department store buyers understand the impact of their negotiating behavior on their vendors. During the spring of 1982, approximately 20 buyers and merchandise managers were interviewed individually to collect data for the preparation of a training program to help them improve their negotiating skills.
HRDQ uses the following statistical concepts in its technical development: Reliability, Validity, Norms, Ranges, Means, and Standard Deviation. The results are based on a sample of 1,407 individuals who have completed the Negotiating Style Profile.