This section provides inventories, assessments, simulations and games to help participants identify personal negotiating style preferences and develop practical hands-on negotiating skills. All are supported by comprehensive Professional Facilitator Guides.
It is important to recognise that everyone is a negotiator, and everyone sets out to “sell” ideas and influence others at every level. Sometimes categorised as specialist competences that are needed only by sales people, negotiating and selling are core skills needed by almost everyone working in an organisation.
Understand the theory and practice of collaborative negotiation with the Negotiating Style Profile (NSP). Based on a win-win model, the NSP offers a simple framework for determining one’s negotiating style and the likely effect of that style in a negotiating situation. Ultimately, learn to focus on skills and methods that are likely to produce the best outcomes.
Effective as a stand-alone or as part of a wider negotiating program, the Dealing with Tough Negotiators series is particularly suited to those about to enter into a particularly difficult negotiation for the first time, or who routinely face tough negotiating partners.
This is also useful for negotiators who want to re-energise or refresh their own approach, or want to actively implement collabaorative techniques.
Both the Assessment and the Workbook are written for negotiators who have some negotiating experience. (For inexperienced or first time negotiators, we suggest the Negotiating Style Profile as an introduction to basic, collaborative negotiating.)
What makes one salesperson successful and another unsuccessful?
Popular books target characteristics such as ambition, initiative, self-confidence, tact... the list goes on. The common thread? Personality! Whether or not salespeople are aware of it, their personality shines through every interaction.
What’s My Selling Style helps individuals analyse how they typically behave in a sales situation, identify their customers’ styles, and learn how to adjust their own style to match their customer. With increased awareness and flexibility, salespeople can use style to maximise sales and rise above the competition.