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Questionnaire Items Measuring Negotiation Skills

Negotiation skills help achieve success in the workplace. The main components of negotiation skills include:

• Understanding Positions: Negotiators are thoroughly aware of the needs, motivations, and priorities of both parties, ensuring a clear understanding of key issues and the current business/market environment. They maintain a firm grasp on the interests, options, and problems to be solved, staying well-informed and focused on the situation.
• Resolute and Confident: Negotiators are resolute in positions to build trust, predictability, and consistency in negotiation strategy, confidently stating priorities and non-negotiables. They demonstrate focus, withstand pressure, and know the BATNA, and are prepared to walk away if core interests are not met.
• Setting Boundaries: Negotiators declines bad ideas to avoid poor decisions, maintain quality and high standards, set firm negotiating limits, and clearly communicate boundaries. They are prepared to walk away if core interests are not met.
• Being Flexible: Negotiators adapts to changing situations by being flexible in responses and knowing when to stand firm or compromise. They adjust plans and methods to address immediate challenges and current demands effectively.
• Strategic: Negotiators adapt strategies to meet current needs, distinguishing between different negotiation styles and using each party's motivations to find mutually beneficial solutions. They are skilled in relevant tactics, aware of past successful approaches, and flexible in adapting strategies for effective outcomes.
• Generating Solutions: Through collaborative problem-solving and transparent communication, negotiators aim for solutions that benefit all parties involved. They focus on creating mutually advantageous outcomes by aligning interests and developing value-driven, win-win solutions.
• Data Driven: Negotiators develop a unified strategy by integrating diverse viewpoints and resolving conflicts, use credible data and objective standards to justify positions. Collect and assess information from various stakeholders, leveraging it strategically to support positions with compelling evidence and maximize value.

Negotiation skills enable a manager to resolve conflicts effectively and build strong relationships with stakeholders, fostering a collaborative work environment. They also help in securing favorable terms in deals and contracts, directly contributing to the organization's success and profitability.

360-Degree Feedback Questionnaire Items

The Negotiation competency in a 360-Degree Feedback assessment measures the ability to understand and firmly state positions, set boundaries, and be strategic and data-driven. Successful negotiators are well-prepared, articulate, and persuasive, both initially and in building consensus.



Understands the Positions

• Understands the motivations of the other party.
• Is aware of what problems need to be solved.
• Thoroughly understands the interests and possibilities of both sides.
• Stays well-informed about the issues and priorities.
• Keeps a firm grasp on the issues and priorities.
• Ensures a thorough understanding of key issues and priorities.
• Fully grasps both party's interests and options.
• Is aware of the needs of the other party.
• Understands the current situation of both parties.
• Knows the current business/market environment.
• Clearly understands the interests and choices of both parties.

Interpersonal Skills

• Maintains good interpersonal relationships with representatives from the other party.
• Establishes good working relationships with others.
• Maintains communication channels between parties in the negotiation.
• Leverages relationships with others to achieve goals.
• 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.
• 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.
• Is respectful of others' views and opinions.

Resolute

• Firmly believes the company is making the best offer.
• Demonstrates confidence in own position and can influence the other party's perception of proposals being offered.
• Stays focused and avoids getting sidetracked by less important issues.
• Is resolute when stating priorities and non-negotiables.
• Is resolute in positions to build trust and predictability.
• Is resolute on positions to provide consistency in the negotiation strategy.
• Is resolute in positions to better withstand pressure and resist making hasty concessions.
• Knows the BATNA (Best Alternative to a Negotiated Agreement) and is prepared to walk away if core interests are not met.

Sets Boundaries

• Is able to decline bad ideas to avoid making poor decisions.
• Able to say "no" when necessary to effectively execute business strategy and meet long-term objectives.
• Able to say "no" when it is essential to maintaining quality and high standards.
• Is prepared to walk away if core interests are not met.
• Clearly communicates boundaries and the reasons behind them.
• Sets and maintains firm negotiating limits and boundaries.

Flexibility

• Able to adapt to changing situations.
• Is flexible in responses.
• Knows where to stand firm and where to compromise.
• Tailors approaches to more effectively address current demands.
• Alters plans to respond to immediate challenges.
• Adjusts methods to suit the current situation.
• Able to adapt to dynamic situations created by new information or unexpected challenges.

Strategic

• Adapts strategies to better meet the needs of the moment.
• Uses the motivations of each party to identify mutually advantageous solutions.
• Able to distinguish and navigate between different negotiation strategies and styles.
• 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.
• Adapts strategies to allow for flexibility in negotiations.
• Is aware of how past interactions may affect current or future negotiations.

Generates Solutions

• Committed to working with both sides and openly sharing information.
• Aims for solutions that benefit both parties.
• Produces solutions that add value and satisfy all parties.
• Creates mutually advantageous outcomes for all stakeholders.
• Willing to brainstorm for new ideas or solutions.
• Develops win-win solutions that benefit everyone involved.
• Formulates value-driven solutions that are fair to all sides.
• Dedicated to collaborative problem-solving and transparent information sharing.
• Is able to align interests in the pursuit of mutual gains.
• Focused on joint problem-solving and honest communication.

Data Driven

• Collects information from various stakeholders, each with their own viewpoints, data, and interests.
• Justifies viewpoints using strong and credible data.
• Develops a unified understanding or strategy that acknowledges and addresses the different viewpoints and resolves conflicts.
• 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.
• Combines the valid points from each source to form a comprehensive and balanced perspective.
• Uses solid data to substantiate positions effectively.
• 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.
• Leverages information strategically to maximize its value.
• Supports positions with compelling evidence and data.

Well Prepared

• Researches the needs of the other party to identify strengths and weaknesses of positions.
• Conducts necessary preparations before engaging in negotiations.
• Prepares thoroughly by analyzing and understanding each party's interests, alternatives, and options.
• Maximizes information gathering efforts prior to negotiations.
• Identifies goals and objectives desired as well as the strengths and weaknesses currently possessed.
• Always has a "game plan" prior to entering into negotiations.
• Thoroughly investigates the relevant issues prior to negotiation.
• Prepares a timeline for any pre-negotiation activities/preparations.
• Prepares a plan for steps needed to be taken before negotiations as well as the steps to be taken during negotiations.
• Spends more time preparing for negotiations than the amount of time in the negotiations.

Initial Moments

• 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.
• Creates a constructive atmosphere, building a positive relationship for cooperative negotiations.
• Establishes a strong, cooperative atmosphere; defines expectations; and presents a well-structured agenda aligned with key priorities.
• Creates a decisive, team-oriented environment; clarifies goals; and outlines a strategic agenda.
• Establishes a protocol/structure at the beginning of the negotiations for the development of issues.
• Effectively sets the tone and agenda, creates rapport, and builds momentum at the start of negotiations.

Skilled and Effective

• 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.
• A proficient conflict resolver who effectively navigates workplace disputes to maintain a harmonious and productive environment.
• Able to manage and resolve conflicts constructively.
• Keeps the negotiations constructive and focused on problem-solving rather than conflict.
• Does what it takes to ensure that the final agreement aligns with core interests.
• Able to effectively manage conflicts.
• Handles disputes with tact and diplomacy, ensuring that personal opinions do not interfere with professional responsibilities.
• Handles tough issues skillfully to foster positive solutions.

Articulate

• Establishes clear communications to avoid misunderstandings.
• Changes communication styles to meet the listener's needs.
• Able to clearly express thoughts and concerns.
• Clearly articulates points and actively listens to the others to ensure that both sides understand each other's needs and concerns.
• Able to express themselves in a clear, convincing, and logical manner.
• Communicates calmly and reasonably, even in high-stress situations.
• Skilled in making clear and compelling arguments for their position.
• Maintains positive and rational communication even under pressure.
• Speaks eloquently and coherently about a wide range of subjects.
• Is an articulate and persuasive communicator.

Persuasive

• Able to influence others to accept certain positions.
• Influences others through rational argument and persuasion.
• Clearly explains the issues and interests at the start of negotiations.
• Persuades the other party of the benefits of our proposals.
• Confidently delivers a strong and ambitious first proposal, backed by solid justification.
• Confidently puts forward an ambitious and well-justified initial proposal.
• Is successful in making a compelling and influencial first offer.
• Makes a persuasive and well-founded first offer.
• Clearly states positions during negotiations.
• Presents a bold and well-supported initial offer with confidence.

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.
• Listens intently when the other party is presenting information, interests, positions, offers or counteroffers.
• Uses questions to gather details and consider different possibilities, preventing misunderstandings.
• Proactively seeks information through questions to clarify and explore options.
• Poses questions to gain insights and avoid confusion while exploring different solutions.

Builds Consensus

• Identifies tradeable interests that could facilitate reaching a consensus.
• Finds shared interests and solutions that benefit all parties involved.
• Listens to all sides without bias and makes fair decisions.
• Manages the timing and degree of concessions.
• Fosters a cooperative atmosphere where each side works together to resolve conflicts.
• Proficient at reaching consensus in negotiations.

Calm and Composed

• Stays calm and focuses on the core issues to be discussed.
• Maintains a calm demeanor, even when discussions get heated.
• Stays composed and counters aggressive negotiation tactics by reframing unreasonable proposals or actions.
• Exhibits a composed and constructive attitude, even in challenging situations.
• Keeps a composed and fair tone, even during challenging discussions.
• Maintains a calm and positive demeanor to enhance problem-solving and relationship building.
• Stays positive and composed, promoting effective problem-solving and strong relationships.

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.
• Is aware of potential emotional triggers that could negatively impact the negotiations.
• Manages emotions to reduce the impact of negativity.
• Takes steps to control emotional responses to avoid making rash decisions.
• Controls emotional responses to maintain a productive atmosphere.
• Maintains control over emotions to ensure a constructive environment.
• Keeps emotions in check to avoid negative outbursts.

Employee Opinion Survey Items

Negotiation skills enable employees to be more productive and contribute greater to the company's bottom line. Whether you are a negotiator, your boss is a negotiator, or you are on a negotiation team, the following questions may help you identify strengths and weaknesses within your organization.



Understands the Positions

• My manager ensures a thorough understanding of key issues and priorities.
• My manager knows the current business/market environment.
• My manager clearly understands the interests and choices of various parties in a negotiation.
• The negotiations team is aware of the needs of the other party.
• The lead negotiator keeps a firm grasp on the issues and priorities.
• The team stays well-informed about the issues and priorities.
• The supervisor is aware of what problems need to be solved.

Interpersonal Skills

• The supervisor understands each person's needs, concerns, and motivations.
• My manager is able to collaborative with others in solving problems to create solutions that satisfy both parties' interests.
• My manager is able to establish a positive connection with the other party to create a more collaborative atmosphere, making it easier to reach mutually beneficial agreements.
• People in my department are respectful of others' views and opinions.
• People in my department have good working relationships with others.

Resolute

• I firmly believe the company is making the best offer in negotiations.
• In negotiations with suppliers, my manager stays focused and avoids getting sidetracked by less important issues.
• In interactions with employees, the manager clearly communicates boundaries and the reasons behind them.
• My manager is resolute on positions to provide consistency in the negotiation strategy.
• I feel I am able to say "no" when it is essential to maintaining quality and high standards.

Flexibility

• The team adjusts methods to suit the current situation.
• The negotiations team is able to adapt to dynamic situations created by new information or unexpected challenges.
• I am flexible in responses during negotiations.
• My manager alters plans to respond to immediate challenges.
• The lead negotiator tailors approaches to more effectively address current demands.
• Our negotiations team knows where to stand firm and where to compromise.
• In negotiations with clients, my manager is able to adapt to changing situations.

Strategic

• I am aware of what strategies have been successful in the past.
• My manager is able to distinguish and navigate between different negotiation strategies and styles.
• The negotiations team is aware of what strategies will be useful for the current negotiations.
• The negotiations team is knowledgeable of which approaches were successful in the past.
• The negotiations team adapts strategies to allow for flexibility in negotiations.
• My supervisor adapts strategies to better meet the needs of the moment.
• I am aware of how past interactions may affect current or future negotiations.

Generates Solutions

• The team is dedicated to collaborative problem-solving and transparent information sharing.
• The team is focused on joint problem-solving and honest communication.
• The lead negotiator is committed to working with both sides and openly sharing information.
• The negotiations team creates mutually advantageous outcomes for all stakeholders.
• The team is able to align interests in the pursuit of mutual gains.
• The negotiations team formulates value-driven solutions that are fair to all sides.
• My manager develops win-win solutions that benefit everyone involved.
• My manager aims for solutions that benefit both parties.

Data Driven

• Our department maximizes the exchange of information concerning interests and positions.
• Our negotiation team bases arguments on objective standards or criteria, such as market value, legal standards, or expert opinions.
• My manager assesses the validity and relevance of each piece of information, considering the context and source.
• The team collects information from various stakeholders, each with their own viewpoints, data, and interests.
• My manager is able to combine the valid points from each source to form a comprehensive and balanced perspective.
• The lead negotiator leverages information strategically to maximize its value.
• Our department justifies viewpoints using strong and credible data.
• The negotiations team develops a unified understanding or strategy that acknowledges and addresses the different viewpoints and resolves conflicts.

Well Prepared

• Our team identifies goals and objectives desired as well as the strengths and weaknesses currently possessed.
• I know how to research the needs of the other party to identify strengths and weaknesses of positions.
• The negotiations team conducts necessary preparations before engaging in negotiations.
• Our team prepares thoroughly by analyzing and understanding each party's interests, alternatives, and options.
• Our department maximizes information gathering efforts prior to negotiations.
• My manager prepares a plan for steps needed to be taken before negotiations as well as the steps to be taken during negotiations.
• My manager prepares a timeline for any pre-negotiation activities/preparations.
• My manager always has a "game plan" prior to entering into negotiations.

Initial Moments

• The team establishes a strong, cooperative atmosphere; defines expectations; and presents a well-structured agenda aligned with key priorities.
• Our negotiating team creates a constructive atmosphere, building a positive relationship for cooperative negotiations.
• Our negotiations team establishes a protocol/structure at the beginning of the negotiations for the development of issues.
• My manager creates a decisive, team-oriented environment; clarifies goals; and outlines a strategic agenda.
• The team effectively sets the tone and agenda, creates rapport, and builds momentum at the start of negotiations.

Skilled and Effective

• Our department keeps the negotiations constructive and focused on problem-solving rather than conflict.
• My manager is effective in managing conflicts.
• My manager does what it takes to ensure that the final agreement aligns with core interests.
• I feel our team resolves difficult negotiations whether it is a contract, sub contract, legal or any other difficult negotiation fairly and reasonably.
• In negotiations, I am able to actively listen to conversations to be able to recall important details later.
• The negotiations team handles tough issues skillfully to foster positive solutions.
• The negotiating team is able to manage and resolve conflicts constructively.
• My manager handles disputes with tact and diplomacy, ensuring that personal opinions do not interfere with professional responsibilities.

Articulate

• The team establishes clear communications to avoid misunderstandings.
• The negotiating team clearly articulates points and actively listens to the others to ensure that both sides understand each other's needs and concerns.
• Members of the negotiating team communicate calmly and reasonably, even in high-stress situations.
• My manager is an articulate and persuasive communicator.
• My manager is able to express themselves in a clear, convincing, and logical manner.
• My manager is able to clearly express thoughts and concerns.

Persuasive

• I feel that I am able to influence others to accept certain positions.
• The negotiating team clearly states positions during negotiations.
• I feel that our team confidently delivers a strong and ambitious first proposal, backed by solid justification.
• I feel our team is successful in making a compelling and influencial first offer.
• In negotiating sales, my manager makes a persuasive and well-founded first offer.
• In negotiations, the leadership team clearly explains the issues and interests at the start of negotiations.

Perceptive

• My manager effectively engages in questioning to obtain necessary information and examine various alternatives.
• My manager is aware of and managing own emotions which helps in navigating tense situations and in finding common ground.
• In negotiations, my manager listens intently when the other party is presenting information, interests, positions, offers or counteroffers.
• People in my department are perceptive and proactively seek information through questions to clarify and explore options.

Calm and Composed

• The supervisor keeps a composed and fair tone, even during challenging discussions.
• People in my department stay calm and focuses on the core issues to be discussed.
• My manager maintains a calm and positive demeanor to enhance problem-solving and relationship building.
• My manager exhibits a composed and constructive attitude, even in challenging situations.

Builds Consensus

• Manages the timing and degree of concessions.
• My manager fosters a cooperative atmosphere where each side works together to resolve conflicts.
• Leadership listens to all sides without bias and make fair decisions.
• Proficient at reaching consensus in negotiations.

Self-Control

• My manager is able to control their emotional responses and correctly gauge the emotions of others.
• The artibrator demonstrates emotional stability to facilitate productive problem-solving and relationship building.
• The supervisor is in control of their emotional responses to maintain a productive atmosphere.
• My manager maintains control over emotions to ensure a constructive environment.

Self-Assessment Items

When completing self-assessments for Performance Management or feedback, use these Negotiation skills statements to creatively highlight your strengths and weaknesses or inspire you to think about your position in new ways.



Understands the Positions

• I clearly understand the interests and choices of both parties.
• You thoroughly understand the interests and possibilities of both sides.
• You ensure a thorough understanding of key issues and priorities.
• You know the current business/market environment.
• I stay well-informed about the issues and priorities.
• I am aware of wht problems need to be solved.
• I keep a firm grasp on the issues and priorities.
• You fully grasp both party's interests and options.
• I understand the current situation of both parties.
• You are aware of the needs of the other party.
• You understand the motivations of the other party.

Interpersonal Skills

• You establish good working relationships with others.
• You maintain good interpersonal relationships with representatives from the other party.
• You maintain communication channels between parties in the negotiation.
• You leverage relationships with others to achieve goals.
• I am an effective negotiator, fostering positive relationships and achieving good outcomes.
• I establish a positive connection with the other party to create a more collaborative atmosphere, making it easier to reach mutually beneficial agreements.
• I understand the other person's needs, concerns, and motivations.
• I am able to collaborate with others in solving problems to create solutions that satisfy both parties' interests.
• You are respectful of others' views and opinions.

Resolute

• You know the BATNA (Best Alternative to a Negotiated Agreement) and is prepared to walk away if core interests are not met.
• You are resolute in positions to build trust and predictability.
• I stay focused and avoid getting sidetracked by less important issues.
• You are resolute when stating priorities and non-negotiables.
• I am resolute on positions to provide consistency in the negotiation strategy.
• You firmly believe the company is making the best offer.
• I demonstrate confidence in my positions and can influence the other party's perception of proposals being offered.
• You are resolute in positions to better withstand pressure and resist making hasty concessions.

Sets Boundaries

• You are able to decline bad ideas to avoid making poor decisions.
• You are able to say "no" when it is essential to maintaining quality and high standards.
• You are able to say "no" when necessary to effectively execute business strategy and meet long-term objectives.
• You are prepared to walk away if core interests are not met.
• I clearly communicate boundaries and the reasons behind them.
• I set and maintain firm negotiating limits and boundaries.

Flexibility

• You are flexible in responses.
• You are able to adapt to changing situations.
• You know where to stand firm and where to compromise.
• I can tailor my approache to more effectively address current demands.
• I can alter plans to respond to immediate challenges.
• You adjust methods to suit the current situation.
• You are able to adapt to dynamic situations created by new information or unexpected challenges.

Strategic

• I use the motivations of each party to identify mutually advantageous solutions.
• I am able to distinguish and navigate between different negotiation strategies and styles.
• You adapt strategies to better meet the needs of the moment.
• I am aware of what strategies will be useful for the current negotiations.
• You adapt strategies to allow for flexibility in negotiations.
• You are aware of what strategies have been successful in the past.
• I am knowledgeable of which negotiation approaches were successful in the past.
• I am aware of how past interactions may affect current or future negotiations.
• I am skilled in tactics and strategies relevant for achieving successful negotiation outcomes.

Generates Solutions

• You are committed to working with both sides and openly sharing information.
• You aim for solutions that benefit both parties.
• You are able to align interests in the pursuit of mutual gains.
• You formulate value-driven solutions that are fair to all sides.
• You create mutually advantageous outcomes for all stakeholders.
• I produce solutions that add value and satisfy all parties.
• I am willing to brainstorm for new ideas or solutions.
• I am dedicated to collaborative problem-solving and transparent information sharing.
• I am focused on joint problem-solving and honest communication.
• I develop win-win solutions that benefit everyone involved.

Data Driven

• I assess the validity and relevance of each piece of information, considering the context and source.
• You justify viewpoints using strong and credible data.
• I develop a unified understanding or strategy that acknowledges and addresses the different viewpoints and resolves conflicts.
• You combine the valid points from each source to form a comprehensive and balanced perspective.
• You base arguments on objective standards or criteria, such as market value, legal standards, or expert opinions.
• You collect information from various stakeholders, each with their own viewpoints, data, and interests.
• I support positions with compelling evidence and data.
• I validate claims with robust and convincing data.
• You maximize the exchange of information concerning interests and positions.
• I leverage information strategically to maximize its value.
• You uses focus groups to help determine how individuals will react with various negotiation scenarios.
• You use solid data to substantiate positions effectively.

Well Prepared

• You conduct necessary preparations before engaging in negotiations.
• You research the needs of the other party to identify strengths and weaknesses of positions.
• You identify goals and objectives desired as well as the strengths and weaknesses currently possessed.
• I maximize information gathering efforts prior to negotiations.
• I always have a "game plan" prior to entering into negotiations.
• I prepare thoroughly by analyzing and understanding each party's interests, alternatives, and options.
• You spend more time preparing for negotiations than the amount of time in the negotiations.
• You thoroughly investigate the relevant issues prior to negotiation.
• You prepare a timeline for any pre-negotiation activities/preparations.
• I prepare a plan for steps needed to be taken before negotiations as well as the steps to be taken during negotiations.

Initial Moments

• I can make initial offers based on high aspirations conveying a robust BATNA (Best Alternative to a Negotiated Settlement).
• I create a constructive atmosphere, building a positive relationship for cooperative negotiations.
• You create a decisive, team-oriented environment; clarifies goals; and outlines a strategic agenda.
• I establish a strong, cooperative atmosphere; defines expectations; and presents a well-structured agenda aligned with key priorities.
• I foster a robust, collaborative setting; sets clear expectations; and introduces an agenda that matches priorities.
• You establish a protocol/structure at the beginning of the negotiations for the development of issues.
• You effectively set the tone and agenda, create rapport, and build momentum at the start of negotiations.

Skilled and Effective

• You actively listen to conversations to be able to recall important details later.
• You resolve difficult negotiations whether it is a contract, sub contract, legal or any other difficult negotiation fairly and reasonably.
• You keep the negotiations constructive and focused on problem-solving rather than conflict.
• I am a proficient conflict resolver who effectively navigates workplace disputes to maintain a harmonious and productive environment.
• You do what it takes to ensure that the final agreement aligns with core interests.
• You are able to manage and resolve conflicts constructively.
• You handle disputes with tact and diplomacy, ensuring that personal opinions do not interfere with professional responsibilities.
• You handle tough issues skillfully to foster positive solutions.
• I am able to effectively manage conflicts.

Articulate

• You establish clear communications to avoid misunderstandings.
• You are able to clearly express thoughts and concerns.
• You change communication styles to meet the listener's needs.
• You are able to express themselves in a clear, convincing, and logical manner.
• You clearly articulate points and actively listen to the others to ensure that both sides understand each other's needs and concerns.
• You speak eloquently and coherently about a wide range of subjects.
• I am skilled in making clear and compelling arguments for their position.
• I am an articulate and persuasive communicator.
• I communicate calmly and reasonably, even in high-stress situations.
• You maintain positive and rational communication even under pressure.

Persuasive

• You are able to influence others to accept certain positions.
• You influence others through rational argument and persuasion.
• You persuade the other party of the benefits of our proposals.
• You clearly explain the issues and interests at the start of negotiations.
• You present a bold and well-supported initial offer with confidence.
• You are successful in making a compelling and influencial first offer.
• I clearly state positions during negotiations.
• I confidently put forward an ambitious and well-justified initial proposal.
• I confidently deliver a strong and ambitious first proposal, backed by solid justification.
• You make a persuasive and well-founded first offer.

Perceptive

• You understand the expectations of other parties in the negotiation.
• You identify verbal and nonverbal cues to help interpret actions and messages.
• I engage in questioning to obtain necessary information and examine various alternatives.
• You are aware of and manage your own emotions and understand the emotions of others which helps in navigating tense situations and in finding common ground.
• You pose questions to gain insights and avoid confusion while exploring different solutions.
• You use questions to gather details and consider different possibilities, preventing misunderstandings.
• I proactively seek information through questions to clarify and explore options.
• I listen intently when the other party is presenting information, interests, positions, offers or counteroffers.

Builds Consensus

• I listen to all sides without bias and make fair decisions.
• You find shared interests and solutions that benefit all parties involved.
• I identify tradeable interests that could facilitate reaching a consensus.
• I foster a cooperative atmosphere where each side works together to resolve conflicts.
• You are proficient at reaching consensus in negotiations.
• You manage the timing and degree of concessions.

Calm and Composed

• You stay calm and focus on the core issues to be discussed.
• I maintain a calm demeanor, even when discussions get heated.
• I stay composed and counter aggressive negotiation tactics by reframing unreasonable proposals or actions.
• I stay positive and composed, promoting effective problem-solving and strong relationships.
• You maintain a calm and positive demeanor to enhance problem-solving and relationship building.
• I exhibit a composed and constructive attitude, even in challenging situations.
• You keep a composed and fair tone, even during challenging discussions.

Self-Control

• You are able to control your emotional responses and correctly gauge the emotions of others.
• I am aware of potential emotional triggers that could negatively impact the negotiations.
• You keep emotions in check to avoid negative outbursts.
• I control emotional responses to maintain a productive atmosphere.
• You manage emotions to reduce the impact of negativity.
• You maintain control over emotions to ensure a constructive environment.
• You demonstrate emotional stability to facilitate productive problem-solving and relationship building.
• You take steps to control emotional responses to avoid making rash decisions.

Job Interview Questions

Understands the Positions

• How do you ensure a thorough understanding of key issues and priorities?
• Give an example of how you become aware of what problems need to be solved.
• What steps do you take to clearly understand the interests and choices of both parties?
• How do you stay well-informed about the issues and priorities?
• Explain how you would become aware of the needs of the other party.
• How do you fully grasp both party's interests and options?
• Do you know the current business/market environment?
• Explain how you would thoroughly understand the interests and possibilities of both sides.

Interpersonal Skills

• Can you share an instance where you demonstrated respect for someone else's views and opinions?
• Tell me about a time when you maintained good interpersonal relationships with representatives from the other party.
• Are you an effective negotiator, fostering positive relationships and achieving good outcomes?
• How do you go about identifying and understanding the needs, concerns, and motivations of others?
• Elaborate on how you would maintain communication channels between parties in the negotiation.
• Give an example of when you collaborated with others in solving problems to create solutions that satisfied both parties' interests.
• How would you go about establishing a positive connection with the other party to foster a collaborative atmosphere, making it easier to reach mutually beneficial agreements?
• Can you describe a situation where you utilized your relationships with others to accomplish a goal?
• Describe how you establish good working relationships with others.

Resolute

• Are you resolute on positions to provide consistency in the negotiation strategy?
• How would you research the BATNA (Best Alternative to a Negotiated Agreement) and are you prepared to walk away if core interests are not met?
• Describe a time when you remained firm in your position under pressure and avoided making hasty concessions.
• How would you describe your skill in articulating your priorities and non-negotiables?
• Describe how you show confidence in your position and effectively influence the other party’s perception of your proposals.
• How would you build trust and predictability by being resolute in your positions?
• Do you firmly believe the company is making the best offer?
• Describe how you would stay focused and avoids getting sidetracked by less important issues.

Sets Boundaries

• How do you communicate negotiation boundaries and the reasons behind them?
• Did you ever say "no" when necessary to effectively execute business strategy and meet long-term objectives? Tell me about this.
• How would you decline a bad idea to avoid making poor decisions?
• How do you set and maintain firm negotiating limits and boundaries?
• Are you able to say "no" when it is essential to maintaining quality and high standards? Give me an example of when you did this.
• Have you reached a point where you were prepared to walk away if core interests are not met? What happened.

Flexibility

• Do you tailor approaches to more effectively address current demands? Give examples.
• Give examples from your recent negotiations of when you were flexible in responses.
• Have you ever had to alter plans to respond to immediate challenges? Describe.
• How would you adjust negotiation methods to suit the current situation?
• How do you knows where to stand firm and where to compromise?
• Describe a time when you had to adapt to changing situations. When has this happened?
• Was there a time when you had to adapt to dynamic situations created by new information or unexpected challenges?

Strategic

• Give an example of when you had to adapt strategies to better meet the needs of the moment.
• Describe your level of skill in the areas of tactics and strategies relevant for achieving successful negotiation outcomes.
• Are you knowledgeable of which negotiation approaches were successful in the past?
• How would you adapt strategies to allow for flexibility in negotiations?
• How have past interactions with the other side had an impact (good or bad) on current or future negotiations?
• Are you aware of what strategies have been successful in the past?
• How would you use the motivations of each party to identify mutually advantageous solutions?
• What strategies do you think will be useful for the current negotiations?
• Explain how you would distinguish and navigate between different negotiation strategies and styles.

Generates Solutions

• Can you tell me about your dedication to collaborative problem-solving and transparent information sharing?
• How would you create mutually advantageous outcomes for all stakeholders?
• Give an example of when you were focused on joint problem-solving and honest communication.
• How do you formulate value-driven solutions that are fair to all sides?
• Give examples of when you produced solutions that added value and satisfied all parties.
• Describe how you would brainstorm for new ideas or solutions.
• How are you able to align interests in the pursuit of mutual gains?
• Describe how you try to aim for solutions that benefit both parties.
• Explain how you would develop win-win solutions that benefit everyone involved.
• How committed are you to working with both sides and openly sharing information? Explain.

Data Driven

• How would you develop a unified understanding or strategy that acknowledges and addresses the different viewpoints and resolves conflicts?
• How would you maximize the exchange of information concerning interests and positions?
• Explain how you would justify viewpoints. (Using strong and credible data?)
• How would you support your positions? (With compelling evidence and data?)
• Explain how your arguments are based on objective standards or criteria, such as market value, legal standards, or expert opinions.
• How do you leverage information strategically to maximize its value?
• How would you assess the validity and relevance of each piece of information? (Considers the context and source?)
• How do you collect information from various stakeholders, each with their own viewpoints, data, and interests?
• Describe how you would combine the valid points from each source to form a comprehensive and balanced perspective.
• Describe how you would validate claims with robust and convincing data.
• Give an example of when you used solid data to substantiate positions effectively.
• Do you use focus groups to help determine how individuals will react with various negotiation scenarios?

Well Prepared

• How thoroughly do you investigate the relevant issues prior to negotiation? Describe.
• In negotiations it is important to prepare by knowing what you want and where you are currently situated. How do you identify goals and objectives desired as well as the strengths and weaknesses you currently possess?
• How much time is spent preparing for negotiations compared to the amount of time in the actual negotiations?
• Explain how you would prepare for negotiations. (Was it thoroughly by analyzing and understanding each party's interests, alternatives, and options?)
• What steps would you take to prepare a timeline for any pre-negotiation activities/preparations?
• Have you had to maximize information gathering efforts prior to negotiations? Describe.
• How do you conduct necessary preparations before engaging in negotiations?
• How do you prepare a plan for steps needed to be taken before negotiations as well as the steps to be taken during negotiations?
• How would you research the needs of the other party to identify strengths and weaknesses of positions?
• Do you always have a "game plan" prior to entering into negotiations?

Initial Moments

• How do you foster a robust, collaborative setting; set clear expectations; and introduce an agenda that matches priorities?
• Describe how you would create a decisive, team-oriented environment; clarify goals; and outline a strategic agenda.
• Explain how you would establish a strong, cooperative atmosphere; define expectations; and present a well-structured agenda aligned with key priorities?
• How do you establish a protocol/structure at the beginning of the negotiations for the development of issues?
• How well do you set the tone and agenda, create rapport, and build momentum at the start of negotiations? Give examples.
• Give an example of when you made initial offers based on high aspirations while also conveying a robust BATNA (Best Alternative to a Negotiated Settlement)?
• How do you create a constructive atmosphere, building a positive relationship for cooperative negotiations?

Skilled and Effective

• Are you able to effectively manage conflicts?
• Explain how you would handle disputes with tact and diplomacy, ensuring that personal opinions do not interfere with professional responsibilities.
• Are you a proficient conflict resolver who effectively navigates workplace disputes to maintain a harmonious and productive environment? Elaborate.
• Do you actively listen to conversations to be able to recall important details later? Give examples.
• How would you resolve difficult negotiations whether it is a contract, sub contract, legal or any other difficult negotiation fairly and reasonably?
• How do you keep the negotiations constructive and focused on problem-solving rather than conflict?
• Describe how you would handle tough issues skillfully to foster positive solutions.
• How do you ensure that the final agreement aligns with core interests?
• Are you able to manage and resolve conflicts constructively?

Articulate

• Give examples of when you clearly articulated points and actively listened to the others to ensure that both sides understood each other's needs and concerns.
• Are you able to clearly express thoughts and concerns? Describe.
• Are you an articulate and persuasive communicator?
• Do you maintain positive and rational communication even under pressure? Examples from past negotiations?
• Are you able to express yourself in a clear, convincing, and logical manner in negotiations? Give examples.
• Do you change communication styles to meet the listener's needs? Any examples you can provide?
• Are you able to speaks eloquently and coherently about a wide range of subjects? Explain.
• How do you establish clear communications to avoid misunderstandings?
• Do you feel you are skilled in making clear and compelling arguments for your position? Elaborate.
• Do you communicate calmly and reasonably, even in high-stress situations? Give examples.

Persuasive

• Do you confidently put forward an ambitious and well-justified initial proposal?
• Can you clearly explain the issues and interests at the start of negotiations? Examples.
• How would you make a persuasive and well-founded first offer?
• How do you persuade the other party of the benefits of our proposals?
• Do you influence others through rational argument and persuasion?
• Are you successful in making a compelling and influencial first offer?
• Explain how you would present a bold and well-supported initial offer with confidence?
• How do you clearly state your positions during negotiations?
• Do you feel you are able to influence others to accept certain positions? Why?
• Are you confident that you could deliver a strong and ambitious first proposal, backed by solid justification? Do you have prior experience with this?

Perceptive

• Do you engage in questioning to obtain necessary information and examine various alternatives? Give examples from recent negotiations.
• Can you identify verbal and nonverbal cues to help interpret actions and messages? Explain.
• Emotional intelligence helps in navigating tense situations and in finding common ground. Are you aware of and manage your own emotions and understand the emotions of others?
• Give examples of when you used questions to gather details and consider different possibilities, preventing misunderstandings.
• How do you begin to understand the expectations of other parties in the negotiation? What steps do you take to get this knowledge?
• How intently do you listen when the other party is presenting information, interests, positions, offers or counteroffers?
• Give examples of when you posed questions to gain insights and avoid confusion while exploring different solutions.
• Do you proactively seek information through questions to clarify and explore options?

Builds Consensus

• How proficient are you at reaching consensus in negotiations? Why do you say that?
• In past negotiations have you ever identified tradeable interests that could facilitate reaching a consensus? Explain.
• Explain how you would finds shared interests and solutions that benefit all parties involved.
• How do you foster a cooperative atmosphere where each side works together to resolve conflicts?
• Give an example of when you listened to all sides without bias to make fair decisions.
• How do you manage the timing and degree of concessions?

Calm and Composed

• Are you able to maintain a calm and positive demeanor in negotiations to enhance problem-solving and relationship building?
• In difficult negotiations, how do you stay composed and counter aggressive negotiation tactics? (By reframing unreasonable proposals or actions?)
• Do you keep a composed and fair tone, even during challenging discussions?
• When discussions get heated, how do you stay calm and focus on the core issues to be discussed?
• Problem-solving and building strong relationships are facilitated by staying calm. How do you stay positive and composed?
• Can you maintain a calm demeanor, even when discussions get heated? Has this happened?
• Do you exhibit a composed and constructive attitude, even in challenging situations? Past examples?

Self-Control

• Can you control your emotional responses to maintain a productive atmosphere? Explain.
• Maintaining emotional stability helps foster effective problem-solving and strong relationships. How do you show emotional stability in your interactions?
• Emotional intelligence is critical in negotiations with other people. How are you able to control your emotional responses and correctly gauge the emotions of others?
• Are you aware of potential emotional triggers that you have which could negatively impact the negotiations?
• Are you able to maintain control over your emotions to ensure a constructive environment?
• How do you manage emotions to reduce the impact of negativity?
• What steps do you take to control emotional responses to avoid making rash decisions?
• Can you keep emotions in check to avoid negative outbursts?

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