Negotiation Capability Framework
TO WHAT LEVEL ARE YOU NEGOTIATING?
Most organisations are negotiating well below their potential. The capability framework identifies three levels of performance — and where the gaps are.
Hover or tap a level to explore
FUNDAMENTAL
Single issue. Win-lose. Core skill.
The essential foundations of commercial negotiation. Most people operating here are unaware of it.
—Single issue
—One-off or transactional
—Win-lose dynamic
—Lower or no established trust
—Core negotiation behaviour
—Fundamental commercial skill
COMMERCIAL
Multiple issues. Win-win potential. Campaign thinking.
ELITE
Multiple stakeholders. Complex power. Strategic ambiguity.
The reality
Most people don't know which level they're operating at.
They apply Fundamental thinking to Commercial situations. They bring Commercial tools to Elite negotiations. The mismatch costs value, relationships and outcomes.
The diagnostic takes 90 seconds. It reveals where you are — and what's possible from there.
Where are you operating?
TAKE THE 90-SECOND DIAGNOSTIC
Eight intelligent questions. A transparent result. The beginning of a more informed conversation.