HRDQ

NEGOTIATING

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Negotiating Style Profile Third Edition Rollin Glaser, EdD and Christine Glaser, MEd Assessment and Workshop, 1 hour The goal isn’t to crush the opponent.

Everybody negotiates. Buyers negotiate with sellers, management with labor, supervisors with their teams, and teams with other teams. To be a truly effective negotiator, one must first understand that the aim isn’t to crush the opponent. Rather, it’s important to recognize that the value of the relationship is just as important as the outcome. The Negotiating Style Profile (NSP) is a comprehensive training tool that provides a complete picture of one’s dominant negotiating style. Based on the same win-win approach made popular by Ury and Fisher’s Getting to Yes and the highly respected Thomas-Kilmann Conflict Resolution Model, the NSP identifies a preference for one of five negotiating Styles: • Defeating • Accommodating

L E A R N I N G O U T C O M E S • Learn five styles of negotiating • Identify personal negotiating style • Discover why a win-win approach is most effective • Learn how one’s negotiating style is perceived by others

• Collaborating • Withdrawing • Compromising

Appropriate for managers and employees at any level of an organization, the profile opens the door to a powerful learning experience that goes far beyond illuminating what “win-win”means and why the concept is crucial in negotiating situations.

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Facilitator Set Includes facilitator guide, workshop instructions, sample participant materials, and PowerPoint presentation

$181

Paper Self Assessment

$17.90

Online Self Assessment

$25

Paper Feedback Form

$7

180 Feedback Online Assessment Set Includes one self and up to 9 feedback assessments

$40

QuickStart Training Two hours of telephone coaching for facilitators

$450

Free Download

Find out how Negotiating Style Profile helped more than 600 managers and directors to strengthen their negotiating skills at HRDQstore.com/negotiatingcase

“ The Negotiating Style Profile helps individuals to step back from a situation, determine if the style they are using is most effective, and choose one that is appropriate. I rely on it for its consistent validity, strong model, and because it’s easy to use. The theory is simple to grasp and fits well with Situational Leadership and other theories.” Michael Milano, President Murphy and Milano, Inc

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