Negotiating
Seeking to resolve different perspectives or matters of the dispute by discovering shared interests and finding mutually acceptable solutions.
Level 1 Applies basic negotiating principles
BEHAVIORS
- Explains basic negotiating principles.
- Negotiates in simple, straightforward situations.
- Follows steps in a standard process to undertake negotiations.
- Uses active listening techniques to understand the position and intentions of others.
- Identifies the elements of an acceptable agreement.
- Proposes or accepts sensible alternatives to reach consensus.
- Identifies goals and best alternatives to a negotiated agreement prior to a negotiation.
QUESTIONS
- Can you tell me about a time when you had to negotiate with someone at work?
Probing Questions
* Describe the situation.
* Why was negotiation necessary?
* Describe the process of your negotiation. What skills did you use?
* What was the outcome?
- Could you give an example of a time when the agreed outcome of the negotiation is different from what you originally proposed?
Probing Questions
* Describe the situation and negotiation.
* What was your original proposition?
* How did you reach an agreement about the alternative outcome?
* What was the impact of the agreed outcome on your goals?
Level 2 Negotiates by appealing to the interests of others
BEHAVIORS
- Maximizes opportunities through research and preparation beforehand, analyzing goals, alternatives, trade-offs, powers, and possible outcomes.
- Influences others by identifying their needs and presenting alternative options.
- Exchanges information with others to foster a mutual and in-depth understanding of each party’s interests.
- Reaches mutually acceptable solutions in straightforward, formal negotiations with internal or external stakeholders (e.g., negotiates with external contractors on straightforward service delivery; negotiates with other departments on cost-sharing).
- Selects an approach to negotiation based on an understanding of each party’s interests and priorities.
- Identifies situations where an impasse is more optimal than the negotiated agreement.
QUESTIONS
- What have you done in previous work experience to influence others in a negotiation?
Probing Questions
* What was the situation?
* Who was involved?
* Describe how you influenced the other. What actions did you take?
* How did this affect your negotiation?
* What was the result?
- Can you tell me about an experience when you prepared yourself for a negotiation?
Probing Questions
* What was the negotiation about?
* What were your goals in this negotiation?
* Describe how you prepared for your negotiation.
* What was the outcome?
* What was the result?
Level 3 Manages negotiations by building a constructive environment
BEHAVIORS
- Creates an open and constructive environment for negotiation, assuring all parties that a fair solution will be attained.
- Persuades others to review their demands and reconsider their positions.
- Expresses ideas/solutions in an appropriate manner to overcome resistance, complaints and frustration from others.
- Builds rapport with the other parties to foster positive and productive relationships.
- Creates value based on shared interests to produce win-win outcomes.
- Articulates how personal biases and cultural differences may affect negotiations.
QUESTIONS
- Can you tell me about an experience where you managed the process of a negotiation involving multiple parties?
Probing Questions
* Who was involved and what was your role?
* What aspects of the discussion did you see that needed to be managed?
* What actions did you take to manage the negotiation?
* How did your actions affect the negotiation?
- Could you give an example of how you handled resistance in a negotiation?
Probing Questions
* What was the situation?
* What actions did you take to handle the situation?
* How did your actions affect those with resistance?
* Were your efforts successful?
Level 4 Negotiates in complex and challenging situations
BEHAVIORS
- Identifies opportunities in complex, challenging situations while maintaining a broad perspective.
- Adjusts strategies in negotiations, recognizing when to compromise and when to seek a fresh perspective.
- Manages own emotions when dealing with irrational counter-parties or challenging relationships, taking a constructive approach that focuses on solutions.
- Reaches mutually acceptable solutions in complex, formal negotiations (e.g., negotiates highly complex, multi-year contracts; negotiates/mediates in situations where the positions of the parties are ambiguous or keep shifting).
- Uses a wide range of negotiation strategies and tactics as the situation unfolds.
QUESTIONS
- Can you tell me about an occasion when you negotiated in a challenging situation?
Probing Questions
* What was the situation?
* Why was the situation challenging?
* What actions did you take in this situation?
* What was the outcome of the negotiation?
- Can you tell me about a previous work experience where a negotiation did not go as planned? What did you do?
Probing Questions
* What was the negotiation about?
* What changed in the negotiation?
* How did you handle the situation?
* What was the outcome?
Level 5 Negotiates strategic agreements
BEHAVIORS
- Negotiates long term, strategic agreements that focus on the strategic goals of the organization.
- Identifies opportunities to advance negotiations, leading to mutually beneficial agreements.
- Develops new negotiation techniques, strategies and approaches.
- Manages teams of negotiators in high-stake negotiations.
- Takes future considerations into account, looking beyond immediate value in a negotiation.
- Fosters long-term trusting relationships in strategic negotiations.
QUESTIONS
- Could you give an example of a time when you were involved in a critical negotiation for an organization?
Probing Questions
* Who was involved?
* What was the negotiation about?
* What effect did the negotiation have on the organization?
* What was the outcome?
- What have you done in your previous work experience to advance high-stake negotiations that were stalled?
Probing Questions
* Describe the situation.
* What were you hoping to achieve?
* What did you do to bring the negotiation back on track?
* What effect did your actions have on the organization?
* What was the outcome?