Elite Negotiator Index™ · Specialist Assessment
Negotiation Style
Discover how you naturally approach the negotiation table. This assessment explores your behavioural tendencies across five negotiation styles: Driving, Integrating, Trading, Deferring and Yielding.
Assessment details:
- • 30 statements · approximately 5 minutes
- • Rate each statement from 1 (almost never) to 5 (almost always)
- • Your report includes a pentagonal style profile
- • Answer honestly — your candour makes the profile useful
The five negotiation styles
Your profile is built from five styles. These are not everyday labels, so here is what each one means:
Driving
Direct pursuit of objectives through clarity, firmness and a willingness to press your position.
Integrating
Active exploration of both sides' interests to create solutions that address important priorities for everyone.
Trading
Pragmatic reciprocal exchange — conditional concessions and workable compromise where each side gives to get.
Deferring
Deliberate postponement or disengagement when pressing forward would not improve the outcome.
Yielding
Prioritising the relationship or the counterpart's need over your own immediate preferred outcome.