The Negotiator

What is a Negotiator sales type?

Negotiators excel in crafting sales deals. To perform well, they must understand their product’s worth, market position, competitor offerings, and client perceptions. Effective negotiators plan their approach thoroughly and anticipate the research their clients might have done. They understand why clients value their product and how far clients are willing to go to obtain it. During negotiations, the focus shifts from price to the value the product delivers. Negotiators critically evaluate information, debate effectively, and devise creative solutions. Patience is key, as negotiations often involve more than just price. To secure the best outcome, negotiators must listen carefully to clients and create a relaxed atmosphere, striving for a win-win solution.

TestGroup’s sales assessment helps identify and develop negotiators with key traits like self-confidence, critical thinking, and results focus. By providing tailored insights, the assessment supports hiring the right talent and enhancing negotiation skills for long-term success.

TestGroup’s Sales Assessment for Negotiators

TestGroup’s sales assessment uses The Bridge Personality test, which evaluates 34 competencies based on the Big Five personality model. Eight of these competencies are vital for identifying and developing successful negotiators, such as self-confidence, critical thinking, and results focus. The assessment is available as a one-time tool or through a subscription, making it suitable for both one-off hiring and ongoing evaluations.

Matching Bridge Personality competencies

• Self-confident
• Guiding
• Rational
• Critical
• Results-focused
• Convincing
• Analytical

Traits of Negotiators by their scores on the sales assessment

Low Scores (1–3):

• Struggle to focus on negotiating effective deals.
• Lack a strategic negotiation plan.
• Show limited openness to client needs and demands.
• Find it hard to defend their positions during discussions.

High Scores (8–10):

• Enjoy negotiating sales deals and excel at it.
• Understand their product’s value and market position.
• Present solutions enthusiastically.
• Listen to clients and adapt offerings to their needs.
• Evaluate information critically.
• Aim for win-win outcomes.

Skills to be trained

Negotiation Skills: Approaching negotiations as a collaboration rather than a battle is crucial. Knowing the product’s value, understanding negotiable and non-negotiable aspects, and maintaining emotional balance throughout the process are vital.

Communication: Both verbal and non-verbal communication skills are essential. Negotiators must convey trustworthiness, handle objections effectively, and maintain calmness to ensure productive discussions.

Example page of the sales assessment report:

9 fundamental skills and traits for the Negotiator sales type

1. Planning: Careful preparation ensures a structured and goal-oriented approach, reducing oversights and fostering better outcomes.
2. Decision-Making: Good decision-making involves evaluating options quickly and confidently, ensuring favorable results.
3. Rapport Building: Building trust and relationships facilitates cooperation and sets the stage for future negotiations.
4. Ethics and Reliability: Integrity and transparency build trust, ensuring successful long-term negotiations.
5. Communication: Strong verbal and non-verbal skills ensure ideas are expressed clearly, and misunderstandings are avoided.
6. Emotional Intelligence: Recognizing and managing emotions helps negotiators stay composed and make rational decisions.
7. Value Creation: Balancing the needs of both parties ensures mutually beneficial agreements.
8. Persuasion: Confidently presenting ideas and influencing others strengthens negotiation outcomes.
9. Patience: Taking time to understand all viewpoints fosters better decisions and long-term agreements.

TestGroup's sales assessment

TestGroup's online sales assessment is a top choice for evaluating sales talent worldwide. Offering instant insights into candidates' commercial abilities, it’s trusted by professionals across industries. Perfect for businesses seeking top-tier hires, the assessment is available per candidate or through a cost-effective subscription plan.

How to develop negotiation skills

Practice: Simulate real-world scenarios to refine negotiation techniques.

Professional development: Participate in workshops and training to improve skills.

Self-reflection: Analyze past negotiations to identify areas for improvement.

Assessment: Use a sales assessment to evaluate skills and track progress.