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Negotiation - Competency

360-Feedback questions that measure Negotiation

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

• Establishes good working relationships with others.
• Able to collaborate with others in solving problems to create solutions that satisfy both parties' interests.
• Creates an atmosphere of mutual respect by acknowledging the other party's contributions, concerns, and expertise.
• 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.
• Establishes a positive connection with the other party to create a more collaborative atmosphere, making it easier to reach mutually beneficial agreements.
• Builds trust by being transparent about intentions and constraints.
• Uses rapport-building behaviors (such as active appreciation, shared language, and collaborative tone) to reduce tension and strengthen cooperative problem-solving.
• Is an effective negotiator, fostering positive relationships and achieving good outcomes.
• Is respectful of others' views and opinions.

• Is resolute in positions to better withstand pressure and resist making hasty concessions.
• Is resolute in positions to build trust and predictability.
• Maintains a consistent rationale for positions across all stages of the negotiation.
• Demonstrates confidence in own position and can influence the other party's perception of proposals being offered.
• Is resolute when stating priorities and non-negotiables.
• Holds steady when the other party attempts to create urgency or artificial pressure.
• Is resolute on positions to provide consistency in the negotiation strategy.
• Communicates limits with clarity and confidence to maintain strategic focus.
• Knows the BATNA (Best Alternative to a Negotiated Agreement) and is prepared to walk away if core interests are not met.
• Stays focused and avoids getting sidetracked by less important issues.
• Firmly believes the company is making the best offer.
• Reaffirms core priorities when challenged, ensuring the negotiation stays anchored to essential objectives rather than drifting toward less meaningful concessions.

• Sets and maintains firm negotiating limits and boundaries.
• Clarifies non-negotiable requirements early in the process so expectations are aligned before substantive bargaining begins.
• Uses objective criteria (such as standards, policies, or data) to justify limits and prevent boundary-setting from appearing arbitrary or personal.
• Maintains consistency in applying boundaries even when under pressure, ensuring fairness and predictability in the negotiation process.
• Stops conversations that drift into inappropriate, irrelevant, or manipulative territory, redirecting the negotiation back to acceptable parameters.
• Communicates the consequences of crossing established limits in a calm, professional manner to reinforce accountability and protect core interests.
• Is prepared to walk away if core interests are not met.
• Reasserts boundaries when the other party attempts to push past agreed-upon limits or introduce unreasonable demands.
• Clearly communicates boundaries and the reasons behind them.
• 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.

• Tailors approaches to more effectively address current demands.
• Able to adapt to changing situations.
• Able to adapt to dynamic situations created by new information or unexpected challenges.
• Recognizes when a negotiation path is no longer productive and pivots to alternative frameworks.
• Adjusts methods to suit the current situation.
• Is flexible in responses.
• Adapts communication style (direct, exploratory, data-driven, or relational) based on what best supports constructive engagement with the other party.
• Alters plans to respond to immediate challenges.
• Shifts negotiation tactics when other priorities or constraints become clearer, adjusting the approach to maintain progress.
• Knows where to stand firm and where to compromise.
• Revises proposals in real time to incorporate new information, emerging interests, or unexpected obstacles without losing sight of core objectives.
• Balances firmness and adaptability by reassessing which issues require principled consistency and which allow room for creative compromise.

• Skilled in tactics and strategies relevant for achieving successful negotiation outcomes.
• Uses the motivations of each party to identify mutually advantageous solutions.
• Is aware of what strategies have been successful in the past.
• Adapts strategies to allow for flexibility in negotiations.
• Is aware of how past interactions may affect current or future negotiations.
• Is aware of what strategies will be useful for the current negotiations.
• Able to distinguish and navigate between different negotiation strategies and styles.
• Adapts strategies to better meet the needs of the moment.
• Knowledgeable of which negotiation approaches were successful in the past.

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

• Bases arguments on objective standards or criteria, such as market value, legal standards, or expert opinions.
• Supports positions with compelling evidence and data.
• Collects information from various stakeholders, each with their own viewpoints, data, and interests.
• Validates claims with robust and convincing data.
• Justifies viewpoints using strong and credible data.
• Uses solid data to substantiate positions effectively.
• Assesses the validity and relevance of each piece of information, considering the context and source.
• Combines the valid points from each source to form a comprehensive and balanced perspective.
• Leverages information strategically to maximize its value.
• Maximizes the exchange of information concerning interests and positions.
• Develops a unified understanding or strategy that acknowledges and addresses the different viewpoints and resolves conflicts.
• Uses focus groups to help determine how individuals will react with various negotiation scenarios.

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

• Effectively sets the tone and agenda, creates rapport, and builds momentum at the start of negotiations.
• Creates a constructive atmosphere, building a positive relationship for cooperative negotiations.
• Uses the opening minutes to demonstrate credibility and preparedness, reinforcing confidence in the process.
• Frames the negotiation's purpose and scope in a way that aligns expectations and prevents misunderstandings.
• Establishes a strong, cooperative atmosphere; defines expectations; and presents a well-structured agenda aligned with key priorities.
• Establishes a protocol/structure at the beginning of the negotiations for the development of issues.
• Introduces a clear roadmap for how decisions will be made.
• Fosters a robust, collaborative setting; sets clear expectations; and introduces an agenda that matches priorities.
• Makes initial offers based on high aspirations conveying a robust BATNA (Best Alternative to a Negotiated Settlement).
• Invites open dialogue, clarifying norms for respectful interaction, and reducing early defensiveness.
• Creates a decisive, team-oriented environment; clarifies goals; and outlines a strategic agenda.
• Signals collaborative intent early by acknowledging shared goals or mutual benefits creating a constructive mindset.

• 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.
• 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.
• 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.
• Actively listens to conversations to be able to recall important details later.

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

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

• Identifies verbal and nonverbal cues to help interpret actions and messages.
• Understands the expectations of other parties in the negotiation.
• Identifies patterns across multiple statements or interactions that reveal deeper priorities, fears, or motivations influencing the negotiation.
• Notices subtle shifts in tone, pacing, or word choice and uses these cues to anticipate emerging concerns before they are explicitly stated.
• Recognizes when the other party is signaling openness, hesitation, or resistance, and adjusts the conversation to explore those signals constructively.
• Listens intently when the other party is presenting information, interests, positions, offers or counteroffers.
• Proactively seeks information through questions to clarify and explore options.
• Is aware of and manages own emotions and understands the emotions of others which helps in navigating tense situations and in finding common ground.
• Detects inconsistencies between what is said and how it is said, prompting gentle inquiry to uncover hidden constraints or unspoken interests.
• Uses questions to gather details and consider different possibilities, preventing misunderstandings.
• Poses questions to gain insights and avoid confusion while exploring different solutions.
• Engages in questioning to obtain necessary information and examine various alternatives.

• Finds shared interests and solutions that benefit all parties involved.
• Identifies tradeable interests that could facilitate reaching a consensus.
• Surfaces areas of partial agreement early and uses them as anchors to build momentum toward broader consensus.
• Reframes competitive or positional statements into shared problems that both sides can solve together.
• Fosters a cooperative atmosphere where each side works together to resolve conflicts.
• Manages the timing and degree of concessions.
• Encourages parties to articulate the reasoning behind their positions so others can understand and align around underlying interests.
• Helps parties translate individual preferences into shared criteria for evaluating solution options.
• Checks for alignment at key moments to ensure all parties feel heard, included, and committed to the emerging agreement.
• Facilitates joint evaluation of options, guiding parties to compare alternatives based on fairness, feasibility, and mutual benefit.
• Proficient at reaching consensus in negotiations.
• Listens to all sides without bias and makes fair decisions.

• Stays calm and focuses on the core issues to be discussed.
• Maintains a calm demeanor, even when discussions get heated.
• Keeps a composed and fair tone, even during challenging discussions.
• Exhibits a composed and constructive attitude, even in challenging situations.
• Stays positive and composed, promoting effective problem-solving and strong relationships.
• Uses deliberate pauses to de-escalate tension and give participants space to regain composure before continuing.
• Maintains steady, measured pacing in conversation, preventing the negotiation from accelerating into reactive or emotionally driven exchanges.
• Stays composed and counters aggressive negotiation tactics by reframing unreasonable proposals or actions.
• Keeps voice tone, body language, and facial expressions neutral and consistent.
• Maintains a calm and positive demeanor to enhance problem-solving and relationship building.
• Reorients the discussion back to shared goals when emotions rise.
• Responds to provocative comments with curiosity rather than defensiveness.

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