This test allows us to investigate negotiation styles through four categories: flight, attack, affirmation of self, and manipulation.

Everyone tends to adopt one behaviour or another depending on the circumstances, even though one behaviour normally dominates the others. Those who adopt a mainly passive behaviour tend to flee negotiations. Those who are predominantly aggressive tend to be inconsiderate of the needs and opinions of others. Those who are "manipulative" prefer to reach their goals by influencing the persons they are dealing with. 

Analysing one's own negotiation style allows one to become more aware of the different approaches to negotiations and to acquire a win-win mentality. Affirmation of self means being able to express one's point of view firmly and objectively, while allowing others to do the same.

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