| People Assessment |
| • |
motivation (conscious and subconscious) |
| • |
competence, skills and capabilities, ambitions |
| • |
integrity and ethical standards |
| • |
psychological traits, e.g. egocentrism, perserverance,
aggressiveness |
|
| Organizational Assessment |
| • |
organizational vitality, internal atmosphere
and energy |
| • |
productivity, efficiency, competitiveness |
| • |
ability to adapt to threats, prospects of long-term
survival |
|
| Market Assessment |
| • |
customer preferences, unmet needs, frustrations,
trends |
| • |
demand forecasts |
|
| Values & Timing |
| • |
business plan assumptions, product pricing, company
valuations |
| • |
best timing for specific actions |
| • |
prioritization of steps |
|
| Prediction of Future Behavior |
| • |
probability of YES/NO decisions |
| • |
willingness to pay or invest specified
amounts of funds |
| • |
future levels of interest in products,
services, investments |
| • |
future levels of demand |
|
| Guidance & Coaching |
| • |
what kinds of behaviors or reactions to expect
from counterparts and how to work with them |
| • |
how to uncover your counterpart’s hidden motivations |
| • |
how to fend off and manage manipulative behavior |
| • |
how to work with emotions -- yours and your counterpart’s |
| • |
how to overcome fears and establish a level playing
field in negotiations |
| • |
how to work with existing conflicts and prevent
future ones |
| • |
how to defend your demands and persist in the
achievement of your goals |
| • |
price and contract bargaining |
| • |
salary negotiations |
|
