Step 6: Assessing Your Negotiating Styles

The Negotiation Style Survey is found in Appendix A. As we noted in Chapter 7, your negotiation style refers to your general approach or behavioral style in negotiating. Even though you have a specific style, you can expand your repertoire by practicing the key skills. In planning your negotiation, it’s desirable to review your negotiating style versus the style of the other side. With a team, talk about your negotiating styles and whether they complement or clash.

Table 12.6. Negotiating Style Survey

Your Side	Other Side
Names:	Names:
•	•
•	•
•	•
•	•
•	•
Negotiating style	Negotiating style
(check those that apply):	(check those that apply):
Aggressive/Confronting	Aggressive/Confronting
Assertive/Persuasive	Assertive/Persuasive
Open/Responsive	Open/Responsive
Avoiding/Withdrawing	Avoiding/Withdrawing