Profile and Dominant Negotiation Styles

This document discusses the results of a self-assessment profiling on negotiation styles and explores the dominant styles. It also examines the individual's level of assertiveness and cooperativeness and how they align with the negotiation styles. The document concludes with the overall implications of the profile on negotiating with others.

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.

4. If you scored most highly on Assertiveness, which of the bargaining styles (i.e., Distributive
versus Mutual Gain) are you most likely to use? What are the pros and cons of this approach
to bargaining with others?
If I have scored high on assertiveness, I would use distributive negotiation style. The benefit
would be that I would win the deal; the cons would be dissatisfaction of another party, for
not winning the profitable deal.
5. If you scored most highly on Cooperativeness, which of the bargaining styles (i.e.,
Distributive versus Mutual Gain) are you most likely to use? What are the pros and cons of
this approach to bargaining with others?
If I have scored most highly on Cooperativeness, I tend to use mutual gain, where the
advantage will be to have win-win scenario for both the parties. The disadvantage would be
not gaining enough profit in the business through this deal.
6. Finally, what are the overall implications of your profile for how you negotiate with others?
What if any ‘flexing’ might you do in order to ensure a ‘win-win’ result for all parties?
Overall as an individual I tend to be competitive while negotiating, I would take care that
both parties' interest will be served while the deal is closed. The ultimate result of any
negotiation will be profit or equilibrium (no profit no loss) with the help of accommodating
style. But there are rare chances, where I would lose the deal.