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Negotiating Style Profile

by Rollin Glaser, Ed.D. and Christine Glaser, M.Ed.

The goal isn't to crush the opponent.

Everybody negotiates. And whether people are striving to hit their monthly sales quota, campaigning for a deadline extension, or pitching ideas to a team, the same principles apply. There's more to effective negotiating than the outcome alone. In fact, building productive relationships is equally important. Skillful negotiators know this is the key to their success - and it's what sets them apart from the rest. Negotiation training seminars and courses are important tools to learn how to negotiate more effectively.

As a trainer, you can help individuals to develop their collaborative negotiating styles through thought, preparation, and skill practice. 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.