Negotiating Style Profile: Individual or Group
The dynamics of the marketplace demand that you help your sales team become
the best. Negotiating is a key skill in the success of any sales person,
yet few people understand their own negotiating style. The Negotiating
Style Profile gives you clear
and specific information necessary to increase the negotiating effectiveness
of individuals or your
entire team.
Based on the model described in the bestseller, Getting to Yes, the
Negotiating Style Profile offers a simple framework for thinking about one’s negotiating style and the
likely effect of that style in a negotiating situation.
Through the NSP, respondents will identify preferences for one of 5
negotiating styles: win/lose, accommodate, withdraw, compromise, or
collaborate. The instrument discusses the impact of each style on the
negotiating process and explains the benefits of the collaborative approach.
What is the NSP?
The Negotiating Style Profile (NSP) is a tool to help
anyone who negotiates gain a greater understanding of how his or her behavior
is likely to affect his/her negotiating results. Negotiation may be defined as
a specialized form of communication.
Negotiating with another person or group
is communication aimed at mutual need satisfaction. Each party to a discussion
has interests he or she wishes to satisfy, and the other party is needed in
some way to help satisfy those interests.
What do the Results of the NSP tell me?
The NSP offers a simple framework for thinking
about how one negotiates and what the effect of one's actions is likely to
be on others. Because people negotiate all day, every day, they may not be
aware of their habitual approach to this process. Negotiating behavior is
categorized into five styles, but there remains a great number of variations
within those five general styles.
You'll know how every group and individual measures up and what to do to help them improve.
What Can I do With The NSP Information?
The NSP provides you with specific data describing the
targeted needs of the group and the needs of
each individual sales rep. Using the NSP data, you can effectively focus
your group sales negotiating training needs for maximum impact and your individual
coaching plans for maximum growth.
How is the NSP administered?
The NSP is administered, scored, and interpreted before one of our formal
negotiation skills training begins. Participants will be told that this is a
learning instrument, not a test. The results will not be absolute but may
provide some insight into the participant's negotiating behavior.
We distribute the tool in the mail and your people can respond on our web
site form.
Are There Any Other Tools Available?
You should look at our Sales Skills Assessment Tool for
another way to assess your team.
What is the Financial Investment for the SSAT?
$50 per person
Don’t let your professionals jeopardize the relationships or sacrifice
the deals most important to your organization. Put the power of
collaborative negotiating to work with the Negotiating Style Profile.
How do I Get Started?
To order today call 1-800-575-3276 or
email nsp@waterhousegroup.com
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