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.
Using the Participant Guide, individuals can create 2 profiles. The first profile is based on an assessment of their own preferences for one of 5 negotiating styles: Defeat, Withdraw, Accommodate, Compromise, or Collaborate.
The optional second profile, based on scores compiled from the peer Feedback Form, provides additional insight, as many people who think they are collaborative learn that their associates may disagree.
Identify your preferred selling style. Understand the various customer buying styles. Learn ways to immediately improve your sales effectiveness and results with more ease and confidence. ALSO ONLINE*.
Developed to help individuals assess their interpersonal influence style. The model upon which the inventory statements are based is an assertive behaviour model. This model suggests that 2 sets of behaviours create 4 behavioural mixes. One set of behaviour is related to an individual’s degree of openness or candor. Another set of behaviours is related to an individual’s degree of consideration for another or others. ALSO ONLINE*.
Everyone negotiates! This Instrument identifies the benefits of using a particular style and helps clarify the link between behaviour and its consequences. It also gives suggestions on ways to use each style preference. ALSO ONLINE*.
This 52-page self-scoring instrument includes comprehensive interpretative notes to help participants understand their scores and develop influencing strategies by demonstrating how appropriate style matches provide better results.
Teach your salespeople the basics of smart, collaborative selling with the revised and expanded Selling Skills Inventory. Not only does this instrument measure aptitude, it also outlines a collaborative, step-by-step sales model your reps can put to immediate use.