Sales Negotiating Styles Self‑Assessment
Identify Your 3D Negotiation Profile
The Three Dimensions of Effective Negotiation
Each of us is capable of a range of negotiation styles, but it is helpful to understand the behaviours that we use most often.
A negotiation has three primary dimensions: Insight, Influence and Trust.
Improving Your Negotiation Behaviors
The 3D Negotiating Client ValueTM program will give you the skills you need to deal with different styles and to increase your own scores on each of the three axes. In summary, if you show:
Low Insight
- Try to invest more time and energy in understanding the other side’s interests, as well as your own.
- Understand where the other side’s priorities lie and your own. Quantify impacts where possible.
- Look for trades – ways to get something you care about in return for something the other side does.
Low Influence
- Anchor the discussion around price and terms above where you want them to end up.
- Understand and cultivate your alternatives to doing a deal. Simulate confidence if you have to.
- Make small, decreasing concessions, and always try to get something in return.
Low Trust
- Know the details, and make credible claims & statements.
- Be emotionally consistent through the negotiation.
- Demonstrate that you care about the other side’s success as well as your own.
Take the Imparta 3D Sales Negotiating Style Self-Assessment to uncover your sales style.
Please note: This self-assessment is designed to give you an initial sense of your current style, and to identify priorities for improvement. However, without observation of what you do in practice, it is indicative only and should not be used as a formal assessment tool.
To download the 3D Sales Negotiating Styles Self-Assessment please fill in your details below:
Frequently Asked Questions (FAQs) on Sales Negotiating
What is a sales negotiating style self-assessment?
A sales negotiating style self-assessment is a tool that helps you understand the negotiation behaviors you use most often. It highlights how you typically show up across the three dimensions of Insight, Influence, and Trust, and indicates where you may need to focus your development.
Why is it important to understand your sales negotiating style?
Understanding your sales negotiating style helps you see which behaviors you default to and where you may be limiting value creation. With this clarity, you can deliberately build Insight, Influence, and Trust, leading to more effective negotiations and better outcomes for both you and your customers.
How does the 3D model underpin the sales negotiating style self-assessment?
The sales negotiating style self-assessment is based on a 3D model with three primary dimensions: Insight, Influence, and Trust. Your style reflects how strongly you display each dimension in negotiations, and the model provides targeted guidance on what to do if you are low in any area.
What should I do if my sales negotiating style shows low Insight?
If your sales negotiating style shows low Insight, you should invest more time in understanding both sides’ interests and priorities. Quantify impacts where possible and look actively for trades that let you gain something you value in return for something that matters less to you.
How can I improve Influence in my sales negotiating style?
To improve Influence in your sales negotiating style, anchor price and terms above your target outcome, understand and strengthen your alternatives to doing a deal, and make small, decreasing concessions. Always try to get something in return so you protect value while moving the negotiation forward.
What behaviors build Trust within my sales negotiating style?
Trust in your sales negotiating style grows when you know the details, make credible statements, and remain emotionally consistent. Demonstrating that you care about the other side’s success as well as your own helps create a climate where both parties can collaborate and reach better agreements.
How does the 3D Negotiating Client Value program relate to the self-assessment?
The 3D Negotiating Client Value program builds on the insight from the sales negotiating style self-assessment. It gives you practical skills to deal with different counterpart styles and to increase your own scores on Insight, Influence, and Trust, so you can negotiate more effectively.
Is the sales negotiating style self-assessment a formal evaluation tool?
The sales negotiating style self-assessment is not a formal evaluation tool. It is designed to give an initial sense of your current style and highlight priorities for improvement, but without observing what you do in practice, its results are indicative only and should be interpreted with care.
