Negotiation - Competency
Definition: Negotiation Skills are about understanding the positions of each side and using interpersonal skills to be resolute in positions and setting boundaries yet also be flexible and strategic in generating solutions and building consensus. These skills help articulate well prepared and data driven positions that are persuasive. Having self-control and being perceptive to the emotions and positions of others and remaining calm and composed are also very important to becoming a skilled and effective negotiator.
360-Feedback Assessments Measuring Negotiation Skills:
Survey 1 (4-point scale; Competency Comments)
Survey 2 (4-point scale; Competency Comments)
Survey 3 (5-point scale; Competency Comments)
Survey 4 (5-point scale; radio buttons)
Survey 5 (4-point scale; words)
Survey 6 (4-point scale; words)
Survey 7 (5-point scale; competency comments; N/A)
Survey 8 (3-point scale; Agree/Disagree words; N/A)
Survey 9 (3-point scale; Strength/Development; N/A)
Survey 10 (Comment boxes only)
Survey 11 (Single rating per competency)
Survey 12 (Slide-bar scale)
Survey 13 (4-point scale; numbers; floating anchors)
Survey 14 (4-point scale; N/A)
Self-Comments: Do you have to complete a self-assessment or performance appraisal? If so, the
self-comments here may help.
What is Negotiation?
Effective negotiation involves comprehending each party's stance and employing interpersonal skills to firmly uphold your positions while setting clear boundaries. At the same time, it's crucial to remain adaptable and strategic in crafting solutions and fostering agreement. These abilities enable you to present well-prepared, data-driven arguments persuasively. Maintaining self-control, being attuned to others' emotions and perspectives, and staying calm and composed are also essential traits for becoming a proficient and impactful negotiator Why are Negotiation Skills important?
Negotiation skills are crucial for businesses as they help in building strong relationships with stakeholders, ensuring mutually beneficial agreements. They also play a vital role in resolving conflicts and achieving business objectives efficiently. Additionally, effective negotiation can lead to cost savings and improved profitability by securing favorable terms with suppliers and clients. How can I improve Negotiation skills?
- Understanding Positions: Actively listen and ask open-ended questions to uncover underlying interests and priorities. Additionally, stay informed about the current business and market environment to better grasp the context and motivations of both parties.
- Interpersonal Skills: Focus on building rapport and trust by actively listening and showing genuine respect for others' views and opinions. Additionally, maintain open and consistent communication channels to foster collaboration and understanding throughout the negotiation process.
- Resolute: To become more resolute as a negotiator, strengthen your confidence in your position by thoroughly understanding and believing in the value of your proposals, and clearly define your priorities and non-negotiables. Additionally, always know your BATNA and be prepared to walk away if core interests are not met, ensuring you stay focused and avoid distractions.
- Strategic: To become more strategic as a negotiator, familiarize yourself with various negotiation styles and adapt your approach based on the specific context and needs of the moment. Additionally, reflect on past negotiations to identify successful strategies and leverage the motivations of each party to find mutually beneficial solutions.
- Generates Solutions: To enhance your creativity in negotiations, focus on collaborative problem-solving by openly sharing information and brainstorming new ideas with all parties involved. Additionally, aim to develop win-win solutions that align interests and add value for everyone, ensuring fair and mutually beneficial outcomes.
How is Negotiation important in business?
- Mutual Respect: Negotiation fosters an environment of mutual respect and understanding, which can lead to more sustainable and positive relationships.
- Win-Win Solutions: It aims for solutions that benefit all parties involved, rather than one side imposing its will on the other.
- Reduced Resistance: People are more likely to comply with and support agreements they have had a hand in shaping, reducing future conflicts.
- Preservation of Relationships: Negotiation helps maintain and even strengthen relationships, as it avoids the resentment and hostility that coercion can create.
- Creative Problem-Solving: It encourages creative thinking and problem-solving, as both parties work together to find mutually acceptable solutions.
- Long-Term Benefits: Agreements reached through negotiation are often more durable and effective in the long term because they are based on consensus and cooperation.
What questions could be included on a 360-degree survey that measure negotiation skills?
The questionnaire items below will measure negotiation skills. These questions are grouped into different facets of negotiation. When creating a 360-degree or other performance assessment, try to select one or two items from each group. 360-Feedback questions that measure Negotiation
Understands the PositionsUnderstands the Positions focuses on having a comprehensive grasp of the needs, priorities, and interests of both parties involved in the negotiation. This dimension highlights the ability to assess key issues, anticipate challenges, and remain informed about the current market environment. It ensures that negotiators can approach discussions with a well-rounded understanding of the factors influencing decision-making.
- Thoroughly understands the interests and possibilities of both sides.
- Understands the current situation of both parties.
- Understands the motivations of the other party.
- Is aware of the needs of the other party.
- Fully grasps both party's interests and options.
- Stays well-informed about the issues and priorities.
- Is aware of what problems need to be solved.
- Knows the current business/market environment.
- Keeps a firm grasp on the issues and priorities.
- Clearly understands the interests and choices of both parties.
- Ensures a thorough understanding of key issues and priorities.
Interpersonal SkillsInterpersonal Skills emphasizes building relationships and fostering constructive dialogue during negotiations. This dimension centers on maintaining open communication channels, collaborating to solve problems, and ensuring discussions remain positive and productive. It prioritizes emotional intelligence, active listening, and the ability to create an atmosphere of trust that makes agreement easier to reach.
- Maintains good interpersonal relationships with representatives from the other party.
- Maintains communication channels between parties in the negotiation.
- Establishes good working relationships with others.
- Leverages relationships with others to achieve goals.
- Establishes a positive connection with the other party to create a more collaborative atmosphere, making it easier to reach mutually beneficial agreements.
- Understands the other person's needs, concerns, and motivations.
- Able to collaborate with others in solving problems to create solutions that satisfy both parties' interests.
- Is an effective negotiator, fostering positive relationships and achieving good outcomes.
- Is respectful of others' views and opinions.
ResoluteResolute focuses on confidence in one's position and the ability to remain firm under pressure. This dimension highlights trust in the offer being made, consistency in negotiation strategy, and resisting hasty concessions. It ensures that negotiators maintain predictability and stability in their stance while effectively influencing the other party's perception of the deal.
- Stays focused and avoids getting sidetracked by less important issues.
- Firmly believes the company is making the best offer.
- Is resolute in positions to better withstand pressure and resist making hasty concessions.
- Is resolute when stating priorities and non-negotiables.
- Is resolute on positions to provide consistency in the negotiation strategy.
- Knows the BATNA (Best Alternative to a Negotiated Agreement) and is prepared to walk away if core interests are not met.
- Is resolute in positions to build trust and predictability.
- Demonstrates confidence in own position and can influence the other party's perception of proposals being offered.
Sets BoundariesSets Boundaries emphasizes defining and maintaining firm limits to protect strategic objectives and decision quality. This dimension ensures negotiators can say "no" when necessary, clearly communicate non-negotiables, and safeguard key interests. It prioritizes structure, ensuring negotiations remain within predefined limits rather than becoming reactive or overly flexible.
- Is able to decline bad ideas to avoid making poor decisions.
- Able to say "no" when it is essential to maintaining quality and high standards.
- Able to say "no" when necessary to effectively execute business strategy and meet long-term objectives.
- Is prepared to walk away if core interests are not met.
- Sets and maintains firm negotiating limits and boundaries.
- Clearly communicates boundaries and the reasons behind them.
FlexibilityFlexibility focuses on the ability to adjust strategies and responses based on changing circumstances or new information. This dimension highlights adaptability, knowing when to compromise, tailoring approaches to fit dynamic situations, and remaining open to adjusting plans. It ensures negotiators can pivot effectively without being rigid, allowing for more fluid discussions.
- Able to adapt to changing situations.
- Is flexible in responses.
- Tailors approaches to more effectively address current demands.
- Adjusts methods to suit the current situation.
- Knows where to stand firm and where to compromise.
- Able to adapt to dynamic situations created by new information or unexpected challenges.
- Alters plans to respond to immediate challenges.
StrategicStrategic emphasizes the ability to navigate negotiation strategies and adapt approaches based on context, past experiences, and situational needs. This dimension highlights expertise in various tactics, leveraging motivations to create advantageous solutions, and ensuring flexibility while maintaining consistency. It prioritizes an intelligent, calculated approach that takes into account historical successes and future implications.
- Uses the motivations of each party to identify mutually advantageous solutions.
- Adapts strategies to better meet the needs of the moment.
- Able to distinguish and navigate between different negotiation strategies and styles.
- Adapts strategies to allow for flexibility in negotiations.
- Is aware of how past interactions may affect current or future negotiations.
- Is aware of what strategies have been successful in the past.
- Is aware of what strategies will be useful for the current negotiations.
- Knowledgeable of which negotiation approaches were successful in the past.
- Skilled in tactics and strategies relevant for achieving successful negotiation outcomes.
Generates SolutionsGenerates Solutions emphasizes actively working toward mutually beneficial outcomes through collaboration and problem-solving. This dimension is about brainstorming new ideas, creating win-win scenarios, and fostering honest communication to ensure agreements serve all parties. It prioritizes structured thinking, creativity, and alignment of interests rather than simply adjusting to circumstances.
- Aims for solutions that benefit both parties.
- Committed to working with both sides and openly sharing information.
- Dedicated to collaborative problem-solving and transparent information sharing.
- Develops win-win solutions that benefit everyone involved.
- Is able to align interests in the pursuit of mutual gains.
- Willing to brainstorm for new ideas or solutions.
- Formulates value-driven solutions that are fair to all sides.
- Produces solutions that add value and satisfy all parties.
- Creates mutually advantageous outcomes for all stakeholders.
- Focused on joint problem-solving and honest communication.
Data DrivenData Driven focuses on basing negotiation positions and arguments on objective, evidence-based insights. It involves assessing the validity of information, collecting and integrating diverse viewpoints, and using reliable data--such as market value, legal standards, or expert opinions--to justify positions. This dimension ensures decisions are grounded in quantitative and qualitative evidence, rather than intuition or interpersonal dynamics.
- Combines the valid points from each source to form a comprehensive and balanced perspective.
- Collects information from various stakeholders, each with their own viewpoints, data, and interests.
- Develops a unified understanding or strategy that acknowledges and addresses the different viewpoints and resolves conflicts.
- Justifies viewpoints using strong and credible data.
- Assesses the validity and relevance of each piece of information, considering the context and source.
- Bases arguments on objective standards or criteria, such as market value, legal standards, or expert opinions.
- Supports positions with compelling evidence and data.
- Leverages information strategically to maximize its value.
- Validates claims with robust and convincing data.
- Uses focus groups to help determine how individuals will react with various negotiation scenarios.
- Maximizes the exchange of information concerning interests and positions.
- Uses solid data to substantiate positions effectively.
Well PreparedWell Prepared focuses on thorough preparation and research before engaging in negotiations. This dimension highlights the importance of understanding the interests, priorities, and strengths of all parties involved, developing a structured plan, gathering relevant information, and ensuring a strategic approach before negotiations begin. It prioritizes readiness and knowledge to maximize confidence and effectiveness during discussions.
- Conducts necessary preparations before engaging in negotiations.
- Researches the needs of the other party to identify strengths and weaknesses of positions.
- Always has a "game plan" prior to entering into negotiations.
- Maximizes information gathering efforts prior to negotiations.
- Prepares thoroughly by analyzing and understanding each party's interests, alternatives, and options.
- Identifies goals and objectives desired as well as the strengths and weaknesses currently possessed.
- Prepares a timeline for any pre-negotiation activities/preparations.
- Spends more time preparing for negotiations than the amount of time in the negotiations.
- Thoroughly investigates the relevant issues prior to negotiation.
- Prepares a plan for steps needed to be taken before negotiations as well as the steps to be taken during negotiations.
Initial Moments
- Creates a constructive atmosphere, building a positive relationship for cooperative negotiations.
- Effectively sets the tone and agenda, creates rapport, and builds momentum at the start of negotiations.
- Creates a decisive, team-oriented environment; clarifies goals; and outlines a strategic agenda.
- Makes initial offers based on high aspirations conveying a robust BATNA (Best Alternative to a Negotiated Settlement).
- Fosters a robust, collaborative setting; sets clear expectations; and introduces an agenda that matches priorities.
- Establishes a strong, cooperative atmosphere; defines expectations; and presents a well-structured agenda aligned with key priorities.
- Establishes a protocol/structure at the beginning of the negotiations for the development of issues.
Skilled and EffectiveSkilled and Effective emphasizes the ability to navigate negotiations smoothly and resolve conflicts with diplomacy and problem-solving skills. This dimension centers on active listening, managing disputes constructively, fostering positive solutions, and ensuring outcomes align with core interests. It highlights adaptability, interpersonal finesse, and maintaining professionalism throughout the negotiation process.
- Actively listens to conversations to be able to recall important details later.
- Resolves difficult negotiations whether it is a contract, sub contract, legal or any other difficult negotiation fairly and reasonably.
- Keeps the negotiations constructive and focused on problem-solving rather than conflict.
- Able to manage and resolve conflicts constructively.
- A proficient conflict resolver who effectively navigates workplace disputes to maintain a harmonious and productive environment.
- Does what it takes to ensure that the final agreement aligns with core interests.
- Handles disputes with tact and diplomacy, ensuring that personal opinions do not interfere with professional responsibilities.
- Able to effectively manage conflicts.
- Handles tough issues skillfully to foster positive solutions.
Articulate
- Able to clearly express thoughts and concerns.
- Establishes clear communications to avoid misunderstandings.
- Changes communication styles to meet the listener's needs.
- Able to express themselves in a clear, convincing, and logical manner.
- Clearly articulates points and actively listens to the others to ensure that both sides understand each other's needs and concerns.
- Communicates calmly and reasonably, even in high-stress situations.
- Maintains positive and rational communication even under pressure.
- Skilled in making clear and compelling arguments for their position.
- Is an articulate and persuasive communicator.
- Speaks eloquently and coherently about a wide range of subjects.
Persuasive
- Influences others through rational argument and persuasion.
- Able to influence others to accept certain positions.
- Persuades the other party of the benefits of our proposals.
- Clearly explains the issues and interests at the start of negotiations.
- Is successful in making a compelling and influencial first offer.
- Confidently delivers a strong and ambitious first proposal, backed by solid justification.
- Presents a bold and well-supported initial offer with confidence.
- Makes a persuasive and well-founded first offer.
- Confidently puts forward an ambitious and well-justified initial proposal.
- Clearly states positions during negotiations.
Perceptive
- Identifies verbal and nonverbal cues to help interpret actions and messages.
- Understands the expectations of other parties in the negotiation.
- Is aware of and manages own emotions and understands the emotions of others which helps in navigating tense situations and in finding common ground.
- Engages in questioning to obtain necessary information and examine various alternatives.
- Poses questions to gain insights and avoid confusion while exploring different solutions.
- Uses questions to gather details and consider different possibilities, preventing misunderstandings.
- Proactively seeks information through questions to clarify and explore options.
- Listens intently when the other party is presenting information, interests, positions, offers or counteroffers.
Builds Consensus
- Identifies tradeable interests that could facilitate reaching a consensus.
- Listens to all sides without bias and makes fair decisions.
- Finds shared interests and solutions that benefit all parties involved.
- Fosters a cooperative atmosphere where each side works together to resolve conflicts.
- Proficient at reaching consensus in negotiations.
- Manages the timing and degree of concessions.
Calm and Composed
- Stays calm and focuses on the core issues to be discussed.
- Stays composed and counters aggressive negotiation tactics by reframing unreasonable proposals or actions.
- Maintains a calm demeanor, even when discussions get heated.
- Keeps a composed and fair tone, even during challenging discussions.
- Stays positive and composed, promoting effective problem-solving and strong relationships.
- Maintains a calm and positive demeanor to enhance problem-solving and relationship building.
- Exhibits a composed and constructive attitude, even in challenging situations.
Self-Control
- Able to control their emotional responses and correctly gauge the emotions of others.
- Demonstrates emotional stability to facilitate productive problem-solving and relationship building.
- Maintains control over emotions to ensure a constructive environment.
- Manages emotions to reduce the impact of negativity.
- Keeps emotions in check to avoid negative outbursts.
- Controls emotional responses to maintain a productive atmosphere.
- Takes steps to control emotional responses to avoid making rash decisions.
- Is aware of potential emotional triggers that could negatively impact the negotiations.