Download the Negotiating Style Profile theory background now!

Fill out this form to read about the science and theory behind one of our best selling products focusing on negotiation skills. The Negotiating Style Profile not only answers the questions "what are the different negotiation styles?" and "what style is preferred?" but will guide you and teach you the skills you need to improve your personal and team-wide negotiation skills. 

Included in this theory background will be:

  • the origin of the need for a negotiation style profile
  • the development and research conducted
  • the basic philosophies driving the course creation
  • the type of negotiation and their distinctions
  • the fact, figures, and data driving our research and validity of the study, it's findings, and the program 


Identify the five styles of negotiation

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.

Develop an action plan to improve negotiating-style strengths

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.


Based on reputable models and literature

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.


With extensive data collection and interviews

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.

Michael Milano

President, Murphy and Milano, Inc
"I have used the Negotiating Style Profile for many years for conflict resolution. It helps people step back from a situation, determine if the style they are using is most effective, and choose one that is appropriate. Trainers can facilitate the instrument quickly with good effect. The theory is robust without being complicated and the language and scoring is
clear. I don’t have to spend time making a case for the instrument with a group--I can start doing the work."

Annette M. Cremo,

President, Performance Plus Training & Consulting, LLC
"I've used the program with a leading hotel chain, a large paper manufacturer, and a medical
insurer. Everything is written to appeal to any level and the scenarios are flexible enough to use with any group. I myself am constantly using the information in many different situations. It makes you stop and think before you act inappropriately or with a 'knee-jerk' reaction."

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