Ventas
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Publicado: 14 de agosto de 2012
NEGOTIATING STYLE ASSESSMENT
STRENGTH DEPLOYMENT INVENTORY
INSTRUCTIONS
For each question, you have 10 points. Divide the points among the three possible responses to indicate which is mostlike you. There is no “right” or “ideal” score. Just remember to always use all ten points for each question.
Once you complete the questions, add all your “a” points, then all your “b” points andthen all your “c” points. To check your math, the total of all three should be 100.
After completing the inventory, add all of your “a” responses, then all of your “b” responses, and all of your“c” responses. Check you math by adding all of the “a”, “b” and “c” Totals. They should add up to 100.
QUESTIONS
1. In preparation for a negotiation, you…
a. Wonder what yourcounterpart will be like and hope you will not be taken advantage of in the negotiation process;
b. Mentally prepare to compete with your counterpart and begin to plan your strategy
c.Cautiously prepare your case, making sure you have supporting data and research to strengthen your position
2. When initially meeting your counterpart, you…
a. Take time to connect on apersonal level and concern yourself with setting a positive tone before beginning the negotiation.
b. Push to quickly present your goals, facts and data, having little need for social formalitiesbefore getting down to business.
c. Begin the process slowly, listening to your counterpart’s position before presenting your information.
3. In presenting information during the negotiation,you….
a. Want to make sure your counterpart knows your concerns, but also knows that you are concerned with their position.
b. Present only information that will strengthen yourposition.
c. Have a strong need to present all factual information in a detailed, sequential, and complete manner.
4. When it is difficult to gain agreement on a point, you are...
STRENGTH DEPLOYMENT INVENTORY
INSTRUCTIONS
For each question, you have 10 points. Divide the points among the three possible responses to indicate which is mostlike you. There is no “right” or “ideal” score. Just remember to always use all ten points for each question.
Once you complete the questions, add all your “a” points, then all your “b” points andthen all your “c” points. To check your math, the total of all three should be 100.
After completing the inventory, add all of your “a” responses, then all of your “b” responses, and all of your“c” responses. Check you math by adding all of the “a”, “b” and “c” Totals. They should add up to 100.
QUESTIONS
1. In preparation for a negotiation, you…
a. Wonder what yourcounterpart will be like and hope you will not be taken advantage of in the negotiation process;
b. Mentally prepare to compete with your counterpart and begin to plan your strategy
c.Cautiously prepare your case, making sure you have supporting data and research to strengthen your position
2. When initially meeting your counterpart, you…
a. Take time to connect on apersonal level and concern yourself with setting a positive tone before beginning the negotiation.
b. Push to quickly present your goals, facts and data, having little need for social formalitiesbefore getting down to business.
c. Begin the process slowly, listening to your counterpart’s position before presenting your information.
3. In presenting information during the negotiation,you….
a. Want to make sure your counterpart knows your concerns, but also knows that you are concerned with their position.
b. Present only information that will strengthen yourposition.
c. Have a strong need to present all factual information in a detailed, sequential, and complete manner.
4. When it is difficult to gain agreement on a point, you are...
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