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Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

Behavior Statements

Proficiency Level 1 - Basic understanding

Explains the basic concepts of negotiating.

Describes qualities of effective and ineffective negotiations.

Utilizes techniques for establishing rapport and building trust.

Accesses organizational policies and practices for negotiating.

Proficiency Level 2 - Working experience

Uses active listening and probing techniques to surface problems, issues, and interests.

Presents own position and listens attentively to position of others.

Focuses on issues rather than personalities.

Demonstrates a willingness to examine own position.

Works to achieve win-win in negotiations, rather than taking a win-lose approach.

Proficiency Level 3 - Extensive experience

Successfully completes significant negotiations, both internal and external.

Identifies similarities and differences in position and assesses impact on discussions.

Ensures negotiators have awareness of complementary yet diverse interests.

Protects own position, while demonstrating willingness to achieve win-win.

Detects and addresses lack of progress or a stalemate.

Details the risks of negotiation breakdown from each party's perspective.

Proficiency Level 4 - Subject matter depth and breadth

Teaches others the subtleties of negotiating strategic or high-impact agreements.

Advocates a win-win approach to negotiating.

Explains appropriateness of using adversarial negotiating versus joint problem-solving techniques.

Overcomes resistance to the negotiation process.

Negotiates complex matters involving multiple parties.

Leads complex, high-impact or volatile negotiations involving high business risks.

Interview Questions

  • What process would you use to achieve a win-win in negotiation rather than a win-lose?
  • Tell me about a time when you had to sell an idea to an audience that was opposed to it.
  • Describe a time when you were unsuccessful in a negotiation and how you learned from it.

Titles with Shared Competencies