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THE BUSINESS NEGOTIATION ASSESSMENT TOOL™
The Business Negotiation Assessment Tool™ is the fruit of synthesising more than four years worth of research & development work combined with more than 40 years worth of practical business negotiation experience at the highest level. It is the only tool available that provides you not only with the step by step strategies, techniques and tactics to succeed in business negotiations, but also with a benchmark of your current business negotiation capability against:
- Others in a similar role to yours (sales, purchasing or executive negotiators)
- Your typical counterparts (suppliers, clients, executives, colleagues, Trade Unions...)
- Your team members
Finally there is a quantitative way of both assessing and improving your individual or organisational negotiation capability. The Business Negotiation Assessment Tool™ has been designed specifically to guide you step by step through the all of the elements that you should consider in order to optimise the outcomes of your business negotiations.
The Business Negotiation Assessment Tool™ consists of:
- Your Individual Benchmarked Negotiation Capability Profile
- Your Team Benchmarked Negotiation Capability Profile (optional)
- Step by Step Negotiation Preparation sheet
- Negotiation Manual with Negotiation Tactics & Techniques to support live negotiations
Our approach is to train you to use the Business Negotiation Assessment Tool™ so as to be extraordinarily successful in your negotiations.
Research has proven that when you leave most training workshops, you are only likely to retain 10-25% of what was taught. This is why it is of critical importance that you are equipped with the Business Negotiation Assessment Tool™ so that you are not only reliant on what you manage to retain as a result of attending the workshop.
With the Business Negotiation Assessment Tool™ in hand, your learning is continuous and your preparations for negotiations are expertly guided subsequent to the workshop eradicating the need for regular follow on coaching or training. This ensures maximum return on investment.The Business Negotiation Assessment Tool™ is highly flexible and can be customised to suit any business environment with minimal effort.
The Business Negotiation Assessment Tool™ has been specifically designed to support:
- Purchasing Negotiations
- Sales Negotiations
- Executive Negotiations
- Internal Negotiations
- Negotiating with Trade Unions
To obtain a free* report on the current negotiation capability of your organisation/division or team, please click here.
This free*, no obligation report will give you a clear indication of the immediate steps that can be taken to immediately improve the negotiation capability of your organization/division or team.
*This report will not tie you in any way to Business Negotiation Solutions and you are free to use it as in input to generate a request for proposal for the development of your business negotiation skills to the general marketplace.
Negotiation Competency & Preference Profiling Instrument
The Negotiation-Training.Eu Network uses the Hermann Brain Dominance Instrument to assist individuals and teams to get a better understanding of their personal preferences when negotiating.
The HBDI™ Personal Profile has been completed by more than a million people and is a globally acclaimed tool that is deployed by many of the world’s leading organisations including IBM, Motorola, Xerox, Volvo, 3M and Coca-Cola
Negotiators that lack a view of their personal negotiation preferences are unable to manage their weaknesses and capitalise on their strengths to reach better agreements.
 Whole Brain Negotiations
It has been proven that all humans have preferences for certain types of activities when it comes to understanding, interpreting and engaging in communication and negotiations. The Herrmann Whole Brain Model provides a useful metaphor for understanding ourselves and our negotiation preferences.
We all have preferences for activities appearing in each of the 4 quadrants. Interestingly, less than 3% of us have an equal preference for all 4 quadrants. Since more than 1 million people have completed the HBDI (Herrmann Brain Dominance Instrument) profile, we are now able to monitor the trends that are of particular interest to negotiators. We know, for instance, that professional buyers representing organisations in their negotiations with IT suppliers typically have strong preferences for the A & B quadrants, and are less focused on the C & D quadrants. This approach often leads to missing the chance of extracting additional value. It also frequently results in too little focus being expended on understanding the relationship dynamics resulting from different types of negotiated agreements.
- Quadrant A - Value
IT negotiators must have an understanding of the facts that underpin any negotiation. Failure to gather and understand the relevant facts that support optimal deal making results in failed negotiations, or negotiations where value is left on the table.
- Quadrant B - Process
Any negotiation without a robustly defined negotiation process and management infrastructure runs the risk of a less-than-ideal outcome. A framework is required to provide an environment in which risks can be proactively managed. A robust negotiation process ensures positive momentum and provides a reference for avoiding unforeseen complications and risks.
- Quadrant C - Relationship
Agreements can only be concluded between organisations represented by people. The way we interact with other people is critical in negotiation success. The importance of relationships in negotiation is amplified in an environment where continued partnerships and long-standing relationships result from business interactions.
- Quadrant D - Vision
Parties to an agreement need to have a shared vision of the losses and benefits. Only through an understanding of all parties' respective vision, can driving motivators or interests be determined. A key part of negotiation competency is the ability to generate options that will serve the needs and interests of all involved parties.
The HBDI™ Personal Profile takes only 20 minutes to complete in an online format, which is debriefed by phone (in English) anywhere in the world in 45 minutes, with a certified Negotiation-Training.Eu Consultant. Total investment: € 260 (Plus VAT).
What you will learn by completing the HBDI™ Personal Profile:
- What are your natural communication & negotiation preferences and how they fit into the four cornerstones of leading practice negotiation (Value, Process, Relationships or Vision)?
- What actions can you take to build on your natural communication & negotiation strengths?
- What actions can you take to mitigate (decrease) the impact of your natural communication and negotiation weaknesses?
- How do other people perceive you when communicating & negotiating with you?
- How to be more convincing in presenting your case when negotiating.
- How to improve the quality of your relationships through better communication and negotiation.
Improve your negotiation skills immediately by completing the HBDI™ Personal Profile and receiving your 45 minute personal debriefing (in English).
Sample profile Team profiling HBDI (TM) registration
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