See how your team navigates the moments that protect revenue
£125.00 + VAT
Negotiation instincts mapped and measured
Every client interaction where someone pushes back on price, asks for a concession, raises a complaint, or hesitates before committing is a negotiation. Most of your team are navigating these moments on instinct. Some instincts are strong. Some are costing you money, clients, or both. This assessment shows you which.
The negotiation skills you can not see
One team member folds the moment a client pushes back. Another holds every boundary so rigidly that clients feel managed rather than served. Someone is leaving thousands on the table because they are embarrassed by premium pricing.
Someone else is resolving complaints but missing the loyalty opportunity that comes after. You can not coach what you can not see. This assessment makes the invisible visible.
What this assessment tells you
Your team member works through 32 realistic client scenarios in twenty minutes, choosing what they would most and least likely do in each situation. No right answers. No test they can study for. The scenarios are designed so that gaming them is virtually impossible.
You get a detailed report mapping their negotiation instincts across four domains, with a separate self-concept profile that reveals how they see themselves versus how they actually behave. The report includes specific management actions, conversation starters, and development priorities.
What it measures
Four scenario domains | One self-concept profile | Thirty-two items | One comprehensive report per person.
01: Client objection navigation How they respond when a client pushes back, hesitates, or challenges value. Do they read the real concern or respond to the surface? Do they keep the conversation alive or let it end? Four constructs measured: objection reading accuracy, response flexibility, composure under pressure, and conversation continuation.
02: Boundary-setting and concession management How they handle pressure to give ground. Do they concede reflexively or strategically? Do they know the limits of their authority? Can they hold a boundary gracefully or does firmness come across as confrontation? Four constructs: concession instinct, strategic versus reactive conceding, authority awareness, and graceful firmness.
03: Value reframing and upselling Their ability to shift a conversation from price to value, to recognise buying signals, and to extend a sale in a way that feels like service rather than selling. Four constructs: value articulation, buying signal recognition, natural versus forced upselling, and price comfort.
04: Complaint handling and service recovery How they navigate situations where something has gone wrong. Do they diagnose accurately or jump to solutions? Do they calibrate the recovery or over-compensate? Do they see complaints as problems to survive or opportunities to build loyalty? Four constructs: diagnostic instinct, recovery calibration, emotional absorption, and recovery as opportunity.
05: Negotiation self-concept and confidence How they see themselves in negotiation situations. Their sense of authority, their confidence with familiar versus unfamiliar clients, their comfort with premium pricing, their risk tolerance, and the emotional cost of difficult interactions. This section cross-references against the scenario results to reveal gaps between self-perception and actual behaviour.
Development, not judgement
This assessment is designed to develop your team, not grade them. Your team member receives their own version of the report: an honest, practical map of their negotiation tendencies with specific suggestions for development. No band labels, no pass or fail, no scores without context. Your manager report includes capability bands and development priorities because you need the classification to allocate resources. Both reports are written in plain English with no jargon.
Your Manager Report
Summary card Overall capability band, domain bands, primary negotiation style, response flexibility, and key flags at a glance. Everything you need to know on one page.
Negotiation style profile A narrative portrait of how this person negotiates. Their dominant instinct, their strengths, their limitations, and the patterns they may not be aware of. Written to help you understand their approach, not to label them.
Domain results with construct breakdown Each of the four scenario domains broken down into its component constructs with score bars, interpretation, and specific management actions. You can see exactly where their instincts are strong and where they need support.
Actionable Intelligence
Cross-reference insights Where the self-concept profile contradicts the scenario results. Price embarrassment they do not recognise. Confidence that collapses with unfamiliar clients. Strong instincts constrained by a permission gap. These findings often reveal the single most impactful development target.
Developmental priorities The two or three changes that would make the biggest difference for this person, in recommended order. Permission gaps before skills training. Price embarrassment before upselling technique. The right sequence matters.
Conversation starters and management actions Specific to this individual and their findings. Worded naturally so it feels like a real conversation, not an HR exercise. So you know what to say and how to support them.
Take this assessment
Your report will be emailed to this address as a backup.