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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

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

Interpersonal Skills

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

Resolute

• Stays focused and avoids getting sidetracked by less important issues.
• Firmly believes the company is making the best offer.
• 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.
• Is resolute in positions to better withstand pressure and resist making hasty concessions.
• Is resolute when stating priorities and non-negotiables.
• Knows the BATNA (Best Alternative to a Negotiated Agreement) and is prepared to walk away if core interests are not met.
• Is resolute on positions to provide consistency in the negotiation strategy.

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.
• Sets and maintains firm negotiating limits and boundaries.
• Clearly communicates boundaries and the reasons behind them.

Flexibility

• Able to adapt to changing situations.
• Is flexible in responses.
• Tailors approaches to more effectively address current demands.
• Knows where to stand firm and where to compromise.
• Able to adapt to dynamic situations created by new information or unexpected challenges.
• Adjusts methods to suit the current situation.
• Alters plans to respond to immediate 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 how past interactions may affect current or future negotiations.
• Is aware of what strategies will be useful for the current negotiations.
• Skilled in tactics and strategies relevant for achieving successful negotiation outcomes.
• Knowledgeable of which negotiation approaches were successful in the past.
• Adapts strategies to allow for flexibility in negotiations.
• Is aware of what strategies have been successful in the past.

Generates Solutions

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

Data Driven

• Develops a unified understanding or strategy that acknowledges and addresses the different viewpoints and resolves conflicts.
• Justifies viewpoints using strong and credible data.
• 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.
• Assesses the validity and relevance of each piece of information, considering the context and source.
• Collects information from various stakeholders, each with their own viewpoints, data, and interests.
• Uses focus groups to help determine how individuals will react with various negotiation scenarios.
• Leverages information strategically to maximize its value.
• Maximizes the exchange of information concerning interests and positions.
• Uses solid data to substantiate positions effectively.
• Validates claims with robust and convincing data.
• Supports positions with compelling evidence and data.

Well Prepared

• 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.
• 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.
• 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.
• Thoroughly investigates the relevant issues prior to negotiation.
• Spends more time preparing for negotiations than the amount of time in the negotiations.

Initial Moments

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

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.
• Does what it takes to ensure that the final agreement aligns with core interests.
• Keeps the negotiations constructive and focused on problem-solving rather than conflict.
• A proficient conflict resolver who effectively navigates workplace disputes to maintain a harmonious and productive environment.
• Able to manage and resolve conflicts constructively.
• 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.
• Maintains positive and rational communication even under pressure.
• Is an articulate and persuasive communicator.
• Skilled in making clear and compelling arguments for their position.
• Communicates calmly and reasonably, even in high-stress situations.
• 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.
• Clearly states positions during negotiations.
• Confidently puts forward an ambitious and well-justified initial proposal.
• Makes a persuasive and well-founded first offer.
• Presents a bold and well-supported initial offer with confidence.

Perceptive

• Understands the expectations of other parties in the negotiation.
• Identifies verbal and nonverbal cues to help interpret actions and messages.
• 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.
• Proactively seeks information through questions to clarify and explore options.
• Poses questions to gain insights and avoid confusion while exploring different solutions.
• Uses questions to gather details and consider different possibilities, preventing misunderstandings.
• 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.
• 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.
• 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.
• Exhibits a composed and constructive attitude, even in challenging situations.
• Maintains a calm and positive demeanor to enhance problem-solving and relationship building.

Self-Control

• Able to control their emotional responses and correctly gauge the emotions of others.
• Takes steps to control emotional responses to avoid making rash decisions.
• Demonstrates emotional stability to facilitate productive problem-solving and relationship building.
• Controls emotional responses to maintain a productive atmosphere.
• Manages emotions to reduce the impact of negativity.
• Keeps emotions in check to avoid negative outbursts.
• Maintains control over emotions to ensure a constructive environment.
• Is aware of potential emotional triggers that could negatively impact the negotiations.

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

Interpersonal Skills

• My manager is able to collaborative with others in solving problems to create solutions that satisfy both parties' interests.
• People in my department have good working relationships with others.
• 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.
• The supervisor understands each person's needs, concerns, and motivations.

Resolute

• I feel I am able to say "no" when it is essential to maintaining quality and high standards.
• My manager is resolute on positions to provide consistency in the negotiation strategy.
• 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.
• I firmly believe the company is making the best offer in negotiations.

Flexibility

• The negotiations team is able to adapt to dynamic situations created by new information or unexpected challenges.
• 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.
• The team adjusts methods to suit the current situation.
• I am flexible in responses during negotiations.
• In negotiations with clients, my manager is able to adapt to changing situations.

Strategic

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

Generates Solutions

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

Data Driven

• Our negotiation team bases arguments on objective standards or criteria, such as market value, legal standards, or expert opinions.
• Our department justifies viewpoints using strong and credible data.
• 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 maximizes the exchange of information concerning interests and positions.
• My manager assesses the validity and relevance of each piece of information, considering the context and source.
• The negotiations team develops a unified understanding or strategy that acknowledges and addresses the different viewpoints and resolves conflicts.

Well Prepared

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

Initial Moments

• My manager creates a decisive, team-oriented environment; clarifies goals; and outlines a strategic agenda.
• Our negotiations team establishes a protocol/structure at the beginning of the negotiations for the development of issues.
• The team effectively sets the tone and agenda, creates rapport, and builds momentum at the start of negotiations.
• 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.

Skilled and Effective

• 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.
• My manager does what it takes to ensure that the final agreement aligns with core interests.
• The negotiations team handles tough issues skillfully to foster positive solutions.
• The negotiating team is able to manage and resolve conflicts constructively.
• Our department keeps the negotiations constructive and focused on problem-solving rather than conflict.
• My manager is effective in managing conflicts.
• My manager handles disputes with tact and diplomacy, ensuring that personal opinions do not interfere with professional responsibilities.

Articulate

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

Persuasive

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

Perceptive

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

Calm and Composed

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

Builds Consensus

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

Self-Control

• 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 is able to control their emotional responses and correctly gauge the emotions of others.
• 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

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

Interpersonal Skills

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

Resolute

• 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 stay focused and avoid getting sidetracked by less important issues.
• You are resolute in positions to build trust and predictability.
• 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 better withstand pressure and resist making hasty concessions.
• I demonstrate confidence in my positions and can influence the other party's perception of proposals being offered.

Sets Boundaries

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

Flexibility

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

Strategic

• You adapt strategies to better meet the needs of the moment.
• 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 allow for flexibility in negotiations.
• I am aware of how past interactions may affect current or future negotiations.
• I am knowledgeable of which negotiation approaches were successful in the past.
• I am aware of what strategies will be useful for the current negotiations.
• I am skilled in tactics and strategies relevant for achieving successful negotiation outcomes.
• You are aware of what strategies have been successful in the past.

Generates Solutions

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

Data Driven

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

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.
• I prepare thoroughly by analyzing and understanding each party's interests, alternatives, and options.
• 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.
• You spend more time preparing for negotiations than the amount of time in the negotiations.
• 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.
• You thoroughly investigate the relevant issues prior to negotiation.

Initial Moments

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

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 are able to manage and resolve conflicts constructively.
• You do what it takes to ensure that the final agreement aligns with core interests.
• 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.
• I am able to effectively manage conflicts.
• 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.

Articulate

• You are able to clearly express thoughts and concerns.
• You establish clear communications to avoid misunderstandings.
• 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.
• You maintain positive and rational communication even under pressure.
• I am an articulate and persuasive communicator.
• I communicate calmly and reasonably, even in high-stress situations.
• I am skilled in making clear and compelling arguments for their position.

Persuasive

• You influence others through rational argument and persuasion.
• You are able to influence others to accept certain positions.
• You persuade the other party of the benefits of our proposals.
• You clearly explain the issues and interests at the start of negotiations.
• You make a persuasive and well-founded first offer.
• You present a bold and well-supported initial offer with confidence.
• 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 are successful in making a compelling and influencial 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.
• 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.
• I engage in questioning to obtain necessary information and examine various alternatives.
• You use questions to gather details and consider different possibilities, preventing misunderstandings.
• You pose questions to gain insights and avoid confusion while exploring different solutions.
• 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 identify tradeable interests that could facilitate reaching a consensus.
• I listen to all sides without bias and make fair decisions.
• You find shared interests and solutions that benefit all parties involved.
• You manage the timing and degree of concessions.
• I foster a cooperative atmosphere where each side works together to resolve conflicts.
• You are proficient at reaching consensus in negotiations.

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 exhibit a composed and constructive attitude, even in challenging situations.
• 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.
• 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.
• You take steps to control emotional responses to avoid making rash decisions.
• You maintain control over emotions to ensure a constructive environment.
• You demonstrate emotional stability to facilitate productive problem-solving and relationship building.
• I control emotional responses to maintain a productive atmosphere.
• You keep emotions in check to avoid negative outbursts.
• I am aware of potential emotional triggers that could negatively impact the negotiations.
• You manage emotions to reduce the impact of negativity.

Job Interview Questions

Understands the Positions

• Give an example of how you become aware of what problems need to be solved.
• How do you ensure a thorough understanding of key issues and priorities?
• How do you stay well-informed about the issues and priorities?
• Explain how you would thoroughly understand the interests and possibilities of both sides.
• What steps do you take to clearly understand the interests and choices of both parties?
• 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?

Interpersonal Skills

• Describe how you establish good working relationships with others.
• How do you go about identifying and understanding the needs, concerns, and motivations of others?
• Can you share an instance where you demonstrated respect for someone else's views and opinions?
• Can you describe a situation where you utilized your relationships with others to accomplish a goal?
• Are you an effective negotiator, fostering positive relationships and achieving good outcomes?
• Tell me about a time when you maintained good interpersonal relationships with representatives from the other party.
• 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?
• 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.

Resolute

• Are you resolute on positions to provide consistency in the negotiation strategy?
• How would you describe your skill in articulating your priorities and non-negotiables?
• Describe a time when you remained firm in your position under pressure and avoided making hasty concessions.
• 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 how you would stay focused and avoids getting sidetracked by less important issues.
• Do you firmly believe the company is making the best offer?
• How would you build trust and predictability by being resolute in your positions?
• Describe how you show confidence in your position and effectively influence the other party’s perception of your proposals.

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.
• 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.
• How do you set and maintain firm negotiating limits and boundaries?
• How would you decline a bad idea to avoid making poor decisions?

Flexibility

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

Strategic

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

Generates Solutions

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

Data Driven

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

Well Prepared

• 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?
• Do you always have a "game plan" prior to entering into 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?
• How thoroughly do you investigate the relevant issues prior to negotiation? Describe.
• How much time is spent preparing for negotiations compared to the amount of time in the actual negotiations?

Initial Moments

• Describe how you would create a decisive, team-oriented environment; clarify goals; and outline a strategic agenda.
• How do you establish a protocol/structure at the beginning of the negotiations for the development of issues?
• How do you foster a robust, collaborative setting; set clear expectations; and introduce an agenda that matches priorities?
• 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)?
• Explain how you would establish a strong, cooperative atmosphere; define expectations; and present a well-structured agenda aligned with key priorities?
• How do you create a constructive atmosphere, building a positive relationship for cooperative negotiations?

Skilled and Effective

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

Articulate

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

Persuasive

• How would you make a persuasive and well-founded first offer?
• Can you clearly explain the issues and interests at the start of negotiations? Examples.
• How do you persuade the other party of the benefits of our proposals?
• Do you influence others through rational argument and persuasion?
• Do you confidently put forward an ambitious and well-justified initial proposal?
• 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

• How do you begin to understand the expectations of other parties in the negotiation? What steps do you take to get this knowledge?
• 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.
• How intently do you listen when the other party is presenting information, interests, positions, offers or counteroffers?
• Do you proactively seek information through questions to clarify and explore options?
• Give examples of when you posed questions to gain insights and avoid confusion while exploring different solutions.
• Give examples of when you used questions to gather details and consider different possibilities, preventing misunderstandings.
• 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?

Builds Consensus

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

Calm and Composed

• Do you exhibit a composed and constructive attitude, even in challenging situations? Past examples?
• When discussions get heated, how do you stay calm and focus on the core issues to be discussed?
• 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?
• 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?
• Are you able to maintain a calm and positive demeanor in negotiations to enhance problem-solving and relationship building?

Self-Control

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

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