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Negotiation Skills

Negotiating Style Assessment

October 2, 2012 by Dr. Jon Warner in Negotiation Skills

Negotiating Style Assessment

Everyone negotiates! Although there are some situations that are clearly labeled as “negotiations”, there are many others that require the same level of effective negotiating skill. These situations all have one thing in common: they require two or more people to communicate successfully enough with each other in order to reach a deal of some kind (even though they may sometimes fail to do this!).

Every negotiation, no matter how short in duration, or apparently minor in significance, benefits from each party spending some time in preparation and decision-making before the actual face-to-face process starts. This early ‘decision-making’ phase of the process involves the development of clear negotiation objectives, carefully reading the needs of the other ‘side’ and differentiating between what is likely to be the major and minor issues of discussion in order to determine where you might best open the debate and then start to work out a deal of some kind.

An effective negotiating style assessment helps individuals to appreciate not only their own approach when in a negotiating situation, but also the styles used by others to try and get their own way.

The “Negotiating Style assessment” (see link below) is designed to assist individuals to understand their own negotiating style and preferences by offering four very different styles when negotiating (that are drawn upon to a greater or lesser degree during discussions). These are the “Pushy Bullying” style, The “Quietly Manipulating” style, the “Carefully Suggesting” style and finally the “Confident promoting” style.

Negotiating Style AssessmentThis online assessment allows individuals to not only carry out a self-assessment in terms of the negotiating style they most often adopt, their secondary style and even their tertiary style (plotting the results on a four-quadrant grid for maximum visual impact). Participants end up with a personalized report of results which also then shows where efforts to improve may be focused in the future, including specific steps to “flex” their style to better deal with the many different situations they are likely to encounter. The $15 spent on this assessment is therefore well-worth the investment.

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About Dr. Jon Warner

Dr. Jon Warner is a prolific author, management consultant and executive coach with over 25 years experience. He has an MBA and a PhD in Organizational Psychology. Jon can be reached at

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About the Editor and Primary Author

Jon Warner

Jon Warner is an executive coach and management consultant and in the past has been a CEO in three very different companies. Read more

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