Profile and Dominant Negotiation Styles

1. Once you have completed and scored the self-assessment, profile yourself (i.e., as High,
Moderate to High, Moderate to Low, or Low) on each of the five negotiation styles. Which
negotiation style or styles is/are dominant? Is this how you see yourself and do you agree
with this assessment? Why or why not?
After completing the self assessment profiling, two negotiation styles were dominant out of
five negotiating styles. The two dominant negotiation styles were competing and
accommodating. The scores were high in competing and accommodating. The rest two were
in the section of moderate to low. To an extent, it reflects the individual negotiation traits,
but still what I feel is to have role play to confirm the assessment. Many times what we think
while rating the sentences might override emotions and reactions when we are actually going
through such experience. In real life, more or less my behavior reflects these two styles only.
I tend to negotiate in a way which results in either win deal for me or win-win scenario for
both of us.
2. Profile yourself (i.e., as High, Moderate to High, etc.) with respect to Assertiveness and
Cooperativeness. Do you agree with this assessment? Why or why not?
Based on the calculation, my score falls in the third quartile of scores. This indicates that I
am moderately strong to exhibit characteristics that are consistent with Assertiveness. In case
of cooperativeness, my score falls in the second quartile of scores. This indicates that I am
moderately weak to exhibit characteristics consistent with Assertiveness. I usually try to find
out creative solutions which accommodate both parties’ concerns.
3. Look at Figure 1 again. Does your dominant negotiation style(s) match up with your
Assertiveness and Cooperativeness scores on that two-dimensional matrix? For example, if
you scored in the “High” category on both Assertiveness and Cooperativeness, your
dominant style should be the Collaborating style. Does such a match exist for you? If not,
what might account for any differences?
Yes more or less my score matches with the two dimensional matrix calculations. However,
there is a slight difference. My score is in between the competing and compromising
negotiation style.