HR-Survey > Competency Model > Negotiation

Negotiation Skills Comments

Definition: Negotiation Skills are about understanding the positions of each side and using interpersonal skills to be resolute in positions and setting boundaries yet also be flexible and strategic in generating solutions and building consensus. These skills help articulate well prepared and data driven positions that are persuasive. Having self-control and being perceptive to the emotions and positions of others and remaining calm and composed are also very important to becoming a skilled and effective negotiator.

People Skills

Interpersonal Skills
Collaboration
Trustworthy
Responsible
Client Focus
Customer Focus
Empowering Others
Employee Relations
Employee Development
Developing Others
Co-worker Development
Coaching
Partnering/Networking
Conflict Management
Negotiation
Teamwork
Recognition
Others

Survey Questionnaires with Negotiation Skills:
Survey 1 (4-point scale; Competency Comments)
Survey 2 (4-point scale; Competency Comments)
Survey 3 (5-point scale; Competency Comments)
Survey 4 (5-point scale; radio buttons)
Survey 5 (4-point scale; words)
Survey 6 (4-point scale; words)
Survey 7 (5-point scale; competency comments; N/A)
Survey 8 (3-point scale; Agree/Disagree words; N/A)
Survey 9 (3-point scale; Strength/Development; N/A)
Survey 10 (Comment boxes only)
Survey 11 (Single rating per competency)
Survey 12 (Slide-bar scale)

The statements below can be used in your self-assessment (self-feedback) or performance appraisal as examples to demonstrate your "negotiation skills". Having negotiation skills means communicating, listening, influencing, persuading, being strategic, and having strong interpersonal skills.

Understands the Positions

Understands the Positions focuses on having a comprehensive grasp of the needs, priorities, and interests of both parties involved in the negotiation. This dimension highlights the ability to assess key issues, anticipate challenges, and remain informed about the current market environment. It ensures that negotiators can approach discussions with a well-rounded understanding of the factors influencing decision-making.

I clearly understood the interests and choices of both parties.
I thoroughly understood the interests and possibilities of both sides.
I understood the motivations of the other party.
I stayed well-informed about the issues and priorities.
I understood the current situation of both parties.
I kept a firm grasp on the issues and priorities.
I was aware of what problems need to be solved.
I was aware of the needs of the other party.
I fully grasped both party's interests and options.
I know the current business/market environment.
I ensured a thorough understanding of key issues and priorities.

Interpersonal Skills

Interpersonal Skills emphasizes building relationships and fostering constructive dialogue during negotiations. This dimension centers on maintaining open communication channels, collaborating to solve problems, and ensuring discussions remain positive and productive. It prioritizes emotional intelligence, active listening, and the ability to create an atmosphere of trust that makes agreement easier to reach.

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

Resolute

Resolute focuses on confidence in one's position and the ability to remain firm under pressure. This dimension highlights trust in the offer being made, consistency in negotiation strategy, and resisting hasty concessions. It ensures that negotiators maintain predictability and stability in their stance while effectively influencing the other party's perception of the deal.

I firmly believed the company is making the best offer.
I knew the BATNA (Best Alternative to a Negotiated Agreement) and was prepared to walk away if core interests are not met.
I was resolute when stating priorities and non-negotiables.
I was resolute in positions to better withstand pressure and resisted making hasty concessions.
I was resolute in positions to build trust and predictability.
I stayed focused and avoided getting sidetracked by less important issues.
I demonstrated confidence in my positions and influenced the other party's perception of proposals being offered.
I was resolute on positions to provide consistency in the negotiation strategy.

Sets Boundaries

Sets Boundaries emphasizes defining and maintaining firm limits to protect strategic objectives and decision quality. This dimension ensures negotiators can say "no" when necessary, clearly communicate non-negotiables, and safeguard key interests. It prioritizes structure, ensuring negotiations remain within predefined limits rather than becoming reactive or overly flexible.

I declined bad ideas to avoid making poor decisions.
I said "no" when necessary to effectively execute business strategy and meet long-term objectives.
I said "no" when it was essential to maintaining quality and high standards.
I clearly communicated boundaries and the reasons behind them.
I was prepared to walk away if core interests are not met.
I set and maintained firm negotiating limits and boundaries.

Flexibility

Flexibility focuses on the ability to adjust strategies and responses based on changing circumstances or new information. This dimension highlights adaptability, knowing when to compromise, tailoring approaches to fit dynamic situations, and remaining open to adjusting plans. It ensures negotiators can pivot effectively without being rigid, allowing for more fluid discussions.

I adapted to changing situations.
I am flexible in responses.
I was able to adapt to dynamic situations created by new information or unexpected challenges.
I adjusted methods to suit the situation.
I knew where to stand firm and where to compromise.
I altered plans to respond to immediate challenges.
I tailored approaches to more effectively address current demands.

Strategic

Strategic emphasizes the ability to navigate negotiation strategies and adapt approaches based on context, past experiences, and situational needs. This dimension highlights expertise in various tactics, leveraging motivations to create advantageous solutions, and ensuring flexibility while maintaining consistency. It prioritizes an intelligent, calculated approach that takes into account historical successes and future implications.

I adapted strategies to better meet the needs of the moment.

I used the motivations of each party to identify mutually advantageous solutions.

I was able to distinguish and navigate between different negotiation strategies and styles.

I adapted strategies to allow for flexibility in negotiations.

I was aware of what strategies will be useful for the current negotiations.

I was knowledgeable of which negotiation approaches were successful in the past.

I was aware of what strategies have been successful in the past.

I was aware of how past interactions may affect current or future negotiations.

I was skilled in tactics and strategies relevant for achieving successful negotiation outcomes.

Generates Solutions
Generates Solutions emphasizes actively working toward mutually beneficial outcomes through collaboration and problem-solving. This dimension is about brainstorming new ideas, creating win-win scenarios, and fostering honest communication to ensure agreements serve all parties. It prioritizes structured thinking, creativity, and alignment of interests rather than simply adjusting to circumstances.

I was committed to working with both sides and openly sharing information.

I aimed for solutions that benefited both parties.

I was willing to brainstorm for new ideas or solutions.

I created mutually advantageous outcomes for all stakeholders.

I developed win-win solutions that benefit everyone involved.

I was able to align interests in the pursuit of mutual gains.

I formulated value-driven solutions that are fair to all sides.

I was dedicated to collaborative problem-solving and transparent information sharing.

I was focused on joint problem-solving and honest communication.

I produced solutions that add value and satisfy all parties.

Data Driven
Data Driven focuses on basing negotiation positions and arguments on objective, evidence-based insights. It involves assessing the validity of information, collecting and integrating diverse viewpoints, and using reliable data--such as market value, legal standards, or expert opinions--to justify positions. This dimension ensures decisions are grounded in quantitative and qualitative evidence, rather than intuition or interpersonal dynamics.

I based arguments on objective standards or criteria, such as market value, legal standards, or expert opinions.

I developed a unified understanding or strategy that acknowledged and addressed the different viewpoints and resolved conflicts.

I justified viewpoints using strong and credible data.

I collected information from various stakeholders, each with their own viewpoints, data, and interests.

I assessed the validity and relevance of each piece of information, considering the context and source.

I combined the valid points from each source to form a comprehensive and balanced perspective.

I validated claims with robust and convincing data.

I supported positions with compelling evidence and data.

I leveraged information strategically to maximize its value.

I used solid data to substantiate positions effectively.

I used focus groups to help determine how individuals will react with various negotiation scenarios.

I maximized the exchange of information concerning interests and positions.

Well Prepared
Well Prepared focuses on thorough preparation and research before engaging in negotiations. This dimension highlights the importance of understanding the interests, priorities, and strengths of all parties involved, developing a structured plan, gathering relevant information, and ensuring a strategic approach before negotiations begin. It prioritizes readiness and knowledge to maximize confidence and effectiveness during discussions.

I conducted necessary preparations before engaging in negotiations.

I researched the needs of the other party to identify strengths and weaknesses of positions.

I identified goals and objectives desired as well as the strengths and weaknesses currently possessed.

I maximized information gathering efforts prior to negotiations.

I prepared thoroughly by analyzing and understanding each party's interests, alternatives, and options.

I always had a "game plan" prior to entering into negotiations.

I thoroughly investigated the relevant issues prior to negotiation.

I spent more time preparing for negotiations than the amount of time in the negotiations.

I prepared a timeline for any pre-negotiation activities/preparations.

I prepared a plan for steps needed to be taken before negotiations as well as the steps to be taken during negotiations.

Initial Moments

I created a decisive, team-oriented environment; clarified goals; and outlined a strategic agenda.

I made initial offers based on high aspirations conveying a robust BATNA (Best Alternative to a Negotiated Settlement).

I created a constructive atmosphere, building a positive relationship for cooperative negotiations.

I established a protocol/structure at the beginning of the negotiations for the development of issues.

I established a strong, cooperative atmosphere; defined expectations; and presented a well-structured agenda that was aligned with key priorities.

I fostered a robust, collaborative setting; set clear expectations; and introduced an agenda that matches priorities.

I effectively set the tone and agenda, created rapport, and built momentum at the start of negotiations.

Skilled and Effective
Skilled and Effective emphasizes the ability to navigate negotiations smoothly and resolve conflicts with diplomacy and problem-solving skills. This dimension centers on active listening, managing disputes constructively, fostering positive solutions, and ensuring outcomes align with core interests. It highlights adaptability, interpersonal finesse, and maintaining professionalism throughout the negotiation process.

I actively listened to conversations to be able to recall important details later.

I resolved difficult negotiations whether it is a contract, sub contract, legal or any other difficult negotiation fairly and reasonably.

I was able to manage and resolve conflicts constructively.

I did what it took to ensure that the final agreement aligned with core interests.

I was a proficient conflict resolver who effectively navigates workplace disputes to maintain a harmonious and productive environment.

I kept the negotiations constructive and focused on problem-solving rather than conflict.

I was able to effectively manage conflicts.

I handled tough issues skillfully to foster positive solutions.

I handled disputes with tact and diplomacy, ensuring that personal opinions do not interfere with professional responsibilities.

Articulate

I clearly expressed thoughts and concerns.

I changed communication styles to meet the listener's needs.

I established clear communications to avoid misunderstandings.

I was able to express themselves in a clear, convincing, and logical manner.

I clearly articulated points and actively listened to the others to ensure that both sides understood each other's needs and concerns.

I communicated calmly and reasonably, even in high-stress situations.

I was skilled in making clear and compelling arguments for their position.

I spoke eloquently and coherently about a wide range of subjects.

I maintained positive and rational communication even under pressure.

I was an articulate and persuasive communicator.

Persuasive

I influenced others through rational argument and persuasion.

I influenced others to accept certain positions.

I clearly explained the issues and interests at the start of negotiations.

I was successful in making a compelling and influential first offer.

I persuaded the other party of the benefits of our proposals.

I presented a bold and well-supported initial offer with confidence.

I confidently put forward an ambitious and well-justified initial proposal.

I confidently delivered a strong and ambitious first proposal, backed by solid justification.

I clearly stated positions during negotiations.

I made a persuasive and well-founded first offer.

Perceptive

I understood the expectations of other parties in the negotiation.

I identified verbal and nonverbal cues to help interpret actions and messages.

I engaged in questioning to obtain necessary information and examine various alternatives.

I was aware of and managed my own emotions and understood the emotions of others which helped in navigating tense situations and in finding common ground.

I posed questions to gain insights and avoid confusion while exploring different solutions.

I listened intently when the other party is presenting information, interests, positions, offers or counteroffers.

I proactively sought information through questions to clarify and explore options.

I used questions to gather details and consider different possibilities, preventing misunderstandings.

Builds Consensus

I found shared interests and solutions that benefit all parties involved.

I identified tradeable interests that facilitated reaching a consensus.

I listened to all sides without bias and made fair decisions.

I was proficient at reaching consensus in negotiations.

I fostered a cooperative atmosphere where each side works together to resolve conflicts.

I managed the timing and degree of concessions.

Calm and Composed

I stayed calm and focus on the core issues to be discussed.

I maintained a calm demeanor, even when discussions got heated.

I stayed composed and countered aggressive negotiation tactics by reframing unreasonable proposals or actions.

I exhibited a composed and constructive attitude, even in challenging situations.

I stayed positive and composed, promoting effective problem-solving and strong relationships.

I kept a composed and fair tone, even during challenging discussions.

I maintained a calm and positive demeanor to enhance problem-solving and relationship building.

Self-Control

I controled my emotional responses and correctly gauge the emotions of others.

I managed emotions to reduce the impact of negativity.

I took steps to control emotional responses to avoid making rash decisions.

I controled emotional responses to maintain a productive atmosphere.

I was aware of potential emotional triggers that could negatively impact the negotiations.

I kept emotions in check to avoid negative outbursts.

I demonstrated emotional stability to facilitate productive problem-solving and relationship building.

I maintained control over emotions to ensure a constructive environment.

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