Construct Validity
Construct validity relates to whether a particular psychometric assessment...
section one
5 Effective Interview Questions to Measure Negotiation
Lead consultant at Test Partnership, Ben Schwencke, explains why negotiation is worth measuring.
Negotiation is a pivotal skill in any role involving high-stakes interpersonal communication, and is in particularly short-supply. Whether it’s resolving conflicts, closing deals, or simply reaching consensus within a team, strong negotiators can navigate complex situations to achieve mutually beneficial outcomes.
As a hiring manager or recruiter, it's crucial to identify candidates with these valuable abilities, otherwise you are setting your teams up for failure.
To help you streamline your interview process, we've compiled a list of five effective interview questions designed to measure negotiation skills. We will explore probing questions and discuss strong and weak answers to help you better gauge a candidate's negotiation prowess.
Can you describe a situation where you had to negotiate with a colleague or team member to resolve a conflict or reach a consensus?
Will include a detailed description of the conflict, a thorough explanation of the negotiation process, and specific examples of how the individual addressed the key factors and interests of all parties. The candidate should demonstrate effective communication, active listening, and problem-solving skills, ultimately reaching a solution that was beneficial for all involved parties.
Will lack details and specificity about the situation or the negotiation process. The candidate may not mention the key factors or interests, and may fail to describe how they arrived at a mutually beneficial solution. This answer may reveal poor communication or problem-solving skills and may not showcase the candidate's ability to negotiate effectively.
- 1. What was the nature of the conflict or disagreement?
- 2. What were the key factors or interests you had to consider during the negotiation?
- 3. How did you arrive at a mutually beneficial solution?
How do you prepare for a negotiation in the workplace?
Will highlight a well-structured approach to negotiation preparation, including research, strategy development, and goal-setting. The candidate should demonstrate a clear understanding of the importance of understanding the other party's interests and goals, as well as the ability to adjust their strategy accordingly. The answer should also emphasize the importance of establishing clear priorities and objectives.
Will lack a clear or structured approach to preparing for a negotiation. The candidate may not address the importance of understanding the other party's interests and goals, and may fail to discuss their strategy development process. This answer may reveal a lack of experience or understanding of the negotiation process, and the candidate may not demonstrate the ability to establish clear priorities and objectives.
- 1. How do you gather information about the other party's interests and goals?
- 2. What factors do you consider when developing your negotiation strategy?
- 3. How do you establish your priorities and objectives during the negotiation process?
How do you handle a situation when the other party in the negotiation is being difficult or uncooperative?
Will describe a specific situation with a difficult or uncooperative negotiation partner, demonstrating the candidate's ability to adapt their approach and employ effective strategies to manage the situation. The answer should showcase the candidate's communication skills, patience, and problem-solving abilities. The candidate should also emphasize their ability to balance their own interests while working toward a mutually beneficial solution.
Will lack detail about the situation or the strategies employed to manage the difficult negotiation partner. The candidate may not demonstrate effective communication or problem-solving skills and may not discuss how they balanced their own interests with the need for a mutually beneficial solution. This answer may reveal a lack of adaptability or experience in handling challenging negotiation situations.
- 1. Can you provide an example of a situation where you faced a difficult or uncooperative negotiation partner?
- 2. What strategies did you employ to manage their behaviour and maintain a productive negotiation environment?
- 3. How did you ensure that your own interests were protected while still seeking a mutually beneficial solution?
Can you describe a time when you had to negotiate under tight deadlines or high-pressure situations?
Will provide a clear and detailed description of a high-pressure negotiation situation, highlighting the candidate's ability to perform well under pressure. The candidate should discuss how they managed their time and resources effectively, demonstrating strong time-management and prioritization skills. The answer should also include the outcome of the negotiation and any lessons learned, showcasing the candidate's adaptability and ability to learn from their experiences.
Will lack specifics about the high-pressure situation or the candidate's approach to managing their time and resources. The candidate may not discuss the outcome of the negotiation or any lessons learned, which could indicate a lack of reflection or growth. This answer may reveal poor time-management skills, difficulty handling pressure, or an inability to adapt to challenging situations.
- 1. What was the context of the high-pressure situation, and what was at stake?
- 2. How did you manage your time and resources effectively to meet the tight deadline?
- 3. What was the outcome of the negotiation, and what did you learn from the experience?
How do you approach a negotiation when there is a significant power imbalance between the parties involved?
Will describe a specific situation involving a significant power imbalance, demonstrating the candidate's ability to navigate such situations effectively. The candidate should discuss how they established credibility and built trust with the more powerful party, showcasing their communication and relationship-building skills. The answer should also include the strategies employed to ensure fair representation of their interests, highlighting the candidate's persistence, creativity, and problem-solving abilities.
Will lack detail about the situation or the candidate's approach to handling the power imbalance. The candidate may not discuss how they built trust with the more powerful party, and may fail to mention specific strategies used to ensure fair representation of their interests. This answer may reveal a lack of experience or confidence in navigating challenging power dynamics, and may not demonstrate the candidate's ability to persist and problem-solve in such situations.
- 1. Can you provide an example where you faced a significant power imbalance in a negotiation?
- 2. How did you establish credibility and build trust with the more powerful party?
- 3. What strategies did you use to ensure that your interests were represented fairly in the negotiation?
section two
Limitations of interview questions for Negotiation
Compared to other competencies, interviews are moderately effective at measuring negotiation skills. Naturally, interviews are powerful measures of personal interpersonal skills more generally, of which negotiation is an example. However, interviews have many disadvantages, particularly regarding volume assessment. Interviews simply do not scale, and high-volume interviewing can become incredibly tedious and expensive.
Test Partnership’s behavioural assessments, however, allow you to measure the key interpersonal skills that pertain to negotiation without the need for interviews. This allows you to evaluate negotiation skills remotely and at volume, helping you create effective shortlists. This is particularly important in high-volume sales, customer service, and business development roles where the number of applicants is high, and negotiation skills are in demand. For more information on our suite of behavioural assessments, please contact us directly or register for a free trial.
