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10 essential negotiation skills to help you get what you want

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The art of negotiation

Why are negotiation skills important, 4 stages of negotiation, 10 essential negotiation skills, how to improve your negotiation skills, 5 careers that require negotiation skills, seal the deal.

Requesting a salary increase. Buying a house. Deciding who does the dishes.

Negotiating skills aren’t only for salespeople or corporate deal-makers. Everyone, at some point, will need to know how to deal. The more you practice, the better you’ll become — as will the people you’re negotiating with. 

Many essential negotiation skills are the same leadership skills you’ve likely cultivated over the years. It’s just a matter of leveraging them to persuade your audience . 

Negotiation is a strategic dialogue where two or more parties aim to receive something — and they want to convince the listener to give it to them. Ultimately, the hope is that everyone walks away feeling good about the outcome. This means negotiations often end in compromise to ensure the results satisfy all parties.

Humans have always negotiated. It was an essential skill that ensured communities had enough resources to survive life-or-death challenges . A lot has changed over the last 200,000 years. In most cases, the consequences are less dire, but negotiation is still a big part of life.

While negotiations might seem limited to big decisions like international trade treaties or legal disputes, anytime you work to maintain a relationship through compromise, you’re negotiating.

Despite being a common occurrence, not everyone feels comfortable bargaining. A study of millennial workers found that 25% of new employees fail to negotiate a job offer because they don’t know how . But the same study found that, when new hires do bargain their salary, about 44% gain what they asked for and another 30% achieve a compromise.

But developing your negotiation skills doesn’t only improve your financial outlook. Becoming a better negotiator can help you:

• Build confidence
• Ensure everyone’s treated fairly
• Improve your strategic planning skills

The first step to becoming a skilled negotiator is understanding the process. From there, you’ll know which negotiation skill to apply.

Start by deciding where and when the meeting should occur, who should attend, and the challenge you’ll discuss. Establishing a timeline for your bargaining session can discourage ongoing arguments.

Once you set a time and place, move through the four steps of the negotiation process.

Thorough preparation is vital to effective negotiation . Clarify your understanding of the facts and gather supporting evidence that could improve your position. Once you've learned all the pertinent details, ask yourself:

What’s the nature of the conflict?

What do I want to achieve?

What alternatives am I willing to accept?

What am I willing to give up? 

What’s non-negotiable?

What are the other party’s goals?

Is the other party willing to settle?

At what point should I walk away?

By fully understanding your position and thoroughly preparing your arguments, you’ll reduce the chance of conflict at the negotiation table and remain focused on finding a solution.

During the discussion phase, both parties must thoroughly explain their side. It’s possible at this stage that emotions come to the fore. You need to appear objective, so controlling your feelings is imperative. Explain how you arrived at your current position and present your research. Ask open-ended questions to glean the information necessary to understand their perspective. You could ask:

How did you arrive at this conclusion?

What do you think of this alternative?

Why is this item of negotiation important to you?

What part of the solution causes the most concern?

Is there anything else I should know?

Make sure everyone’s clear about their goals, as misunderstandings can derail your negotiations. And try to identify any common ground you can leverage in the next step.

3. Negotiate

Now, the hard work begins. Discuss options and present alternatives, focusing on a win-win outcome — where both sides gain something. Each party should feel heard. 

Use all the information gathered during the preparation and discussion stages to inform your arguments and strengthen your case. Listen to what the other side has to say . If their argument makes sense, prepare to adjust your position. 

It’s essential to stick to the issues at hand and remain objective. Emotions can lead to poor decision-making , so keep them in check by using critical thinking skills to balance your feelings against logic. 

4. Find an agreement

Considering everyone’s perspective and interests, decide on something you all feel good about. Keep an open mind during this part, as you might need to part with some of your requests. If you’re negotiating your salary, for example, you might have to accept more flexible working conditions if your employer simply doesn’t have the budget for a raise . 

Make sure you document all terms, clarifying everything along the way to ensure nobody’s dissatisfied or confused in the future. You should also agree on how you’ll monitor the agreement’s conditions. 

If necessary, formalize the negotiated terms as a legal contract. Once that’s done, both parties implement and monitor the agreed-upon terms.

Successful negotiators rely on an extensive skill set to build relationships, gather and evaluate information, and make the best decisions possible . Here are 10 negotiation skill examples to consider when preparing for your next negotiation. 

1. Communication

You need effective communication skills to make your intentions clear and establish boundaries . If you don’t articulate yourself well, you might cause confusion and frustration, and you want to set limits to ensure you don’t give more than you take. And be sensitive to non-verbal communication , like body language . The more information you have about how the other side feels — like nervous or arrogant behavior — the better you can tweak your negotiation tactics to suit.

2. Active listening

Active listening skills ensure you engage with and retain important negotiation details. Asking questions , paraphrasing, and providing feedback demonstrate you’re trying to see the situation from the other person’s point of view. These actions help establish a relationship based on empathy and trust, which can ease tense discussions. 

3. Emotional intelligence

As much as everyone tries to remain objective and not take things personally, emotions often come into play during a negotiation. Emotional intelligence allows you to channel your emotions productively while giving you insight into how the other party feels. Cultivating this awareness helps you understand the implications of what they say, not just their explicit meaning.

4. Expectation management

Both sides have goals, and you won’t meet them all. You must prioritize those outcomes to ensure their inclusion as part of a “good deal” without making promises you can’t deliver. Expectation management requires balancing being steadfast in your negotiations against collaborating with the other party to reach an agreement. 

5. Patience

Negotiations are time-consuming, often involving offers, counteroffers, and renegotiations. You need to be patient . Take your time to fully evaluate terms and assess information to ensure you don’t miss anything that could compromise the deal’s quality. 

6. Adaptability

Thinking on your feet and developing new plans on the fly are integral to negotiation. Each situation presents unique challenges and opportunities. Your approach must be flexible to offer individualized solutions or adjust negotiation strategies when faced with evolving demands.

7. Problem-solving

You're participating in a negotiation because you have a problem to solve . Maybe it’s access to a limited resource or a shifting budget . Whatever it is, your ability to identify options and alternatives that consider all aspects of the issue helps both parties achieve their desired outcome.

8. Value creation

Creating win-win scenarios for negotiation means adding value to your offering. Consider suggesting alternatives that don’t cost you anything but benefit the other party. You could negotiate a shorter payment window if you accept three smaller weekly shipments rather than two larger ones, for example, lowering your warehousing costs. 

9. Decision-making

Good negotiators are adept at quickly evaluating options and not overthinking a decision . If you hit decision fatigue or analysis paralysis early on, the discussion won’t go anywhere, and you might simply accept whatever terms they suggest to escape the stressful situation . Assertiveness removes stress and uncertainty from the process the other party could use to their advantage.

10. Integrity

Negotiations require fairness, respect, and honesty. You need to demonstrate your trustworthiness by following through on your commitments. Otherwise, people might not want to collaborate with you in the future.

If becoming a better negotiator is on your to-do list, here are a few suggestions to level up your skills:

Practice: The more you negotiate, the better you’ll become. If you don’t have many real-world opportunities to bargain, role-play with a friend or mentor . Create simulations that require different negotiation styles to become more comfortable. 

Build your confidence: Confidence is key to successful negotiations. You instill assurance in the listener when you feel self-assured, making it more likely they’ll agree to your terms. And without confidence, they might perceive you as underprepared and unsure of your terms.

Set goals: Walk into a negotiation knowing what you want, how you hope to achieve it , and where your compromise boundary is. This gives you a clear path toward your goal and options for counter offers if needed. 

Make the first offer: Take control of the negotiation by setting the baseline. This defines the standard for discussion and forces bargaining to move forward from your chosen position.

Learn from experience: Whether your negotiation was successful or not, take time to review your performance . Evaluate what went well and where you need improvement. Once you identify your weaknesses, you can address them through further negotiation training.

To make negotiation your full-time job, consider these careers:

Lawyers negotiate settlements in civil lawsuits, plea deals, and sentencing in criminal cases

Mediators are experts in conflict resolution and handle situations like helping hostile parties avoid costly litigation or assisting broker agreements

Entertainment or sports agents assist clients by negotiating for better pay, working conditions, and promotional considerations

Diplomats conduct business on behalf of their home country’s government, which might involve collaborating with other governmental representatives to develop trade agreements and resolve conflicts

Real estate agents assist with selling or purchasing homes and private or commercial properties, and this often involves negotiating prices, closing dates, and repairs

Practicing negotiation skills benefits every area of your life. Learning to collaborate , communicate, and read body language can help you become a better coworker, partner, and friend. 

Start small, first preparing simple asks (maybe to lower your rent slightly). Then evaluate the listener’s nonverbal cues and information delivery, trying different negotiation techniques to achieve what you want.

As you foster your skills in low-risk situations and learn what works, you can apply these tactics to larger-scale situations, like adjusting your salary or gaining a significant discount on a new house.

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Elizabeth Perry, ACC

Elizabeth Perry is a Coach Community Manager at BetterUp. She uses strategic engagement strategies to cultivate a learning community across a global network of Coaches through in-person and virtual experiences, technology-enabled platforms, and strategic coaching industry partnerships. With over 3 years of coaching experience and a certification in transformative leadership and life coaching from Sofia University, Elizabeth leverages transpersonal psychology expertise to help coaches and clients gain awareness of their behavioral and thought patterns, discover their purpose and passions, and elevate their potential. She is a lifelong student of psychology, personal growth, and human potential as well as an ICF-certified ACC transpersonal life and leadership Coach.

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Negotiation Skills for Leaders: A Complete Guide with 7 Proven Tips

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The 8 Negotiation Skills You Need—Whether You’re Job Searching or Not

Let’s say you’re conducting a job search and aiming for an annual salary of $100,000, but a company you’ve interviewed with offers you $87,000. You could grudgingly accept it, walk away, or try to negotiate .

You decide to negotiate and tell the hiring manager you’re looking for $100,000 to start, but the hiring manager clearly states that’s out of reach based on their pay range. Again, you could grudgingly accept it, walk away, or continue to negotiate.

You decide to continue to negotiate but instead of repeating your original request, you change your tactic and ask the hiring manager if they could go up to $95,000 plus give you an extra week of vacation. This time the hiring manager comes back with a yes. While the salary isn’t exactly what you’d hoped for, you’ve still successfully put more money in your pocket—just in a different way.

Strong negotiation skills are critical to your success—not just during a job search but also on the job. And there are actually several different skills you need to draw on to negotiate successfully. With practice you can strengthen them—and make them work for you.

What Is Negotiation and Why Is It Important in Your Career?

8 skills you need to negotiate successfully, how can you improve your negotiation skills.

People are often intimidated by negotiation and wrongly believe that negotiating is akin to being confrontational. But that couldn’t be further from the truth. Rather than going into a negotiation determined to win, it’s important to focus on finding a resolution that benefits both sides. That’s truly what negotiation is.

“When you go into a negotiation saying, ‘This is my hard line,’ then you aren’t negotiating, you’re just demanding,” says business and career coach Jackie Ghedine, cofounder of The Modern GenX Woman , who’s coached hundreds of women and some men on how to increase their success and wealth.

Persuasive negotiation skills can help you accomplish your goals and get your work done in an environment where people inevitably have different ideas, opinions, and priorities. These skills can help you build better relationships with your boss and coworkers, avoid conflicts, and lead you and your teams to better solutions.

And they come in handy not only when you’re discussing compensation for a new job, but also in a variety of other situations: when you’re asking your boss if you can work from home  several days a week, when you’re building your case for a new title or promotion , if you’re asking your manager or leadership team for the budget and green light to hire an additional employee to work on your team, or if you’re working on a project across teams or departments and navigating various interests and priorities.

In any of these scenarios, rather than focusing on whether you’ll “win” the negotiation, you should focus on building a case that makes it easier for someone to say yes because the outcome also benefits them and others, not just you, Ghedine says. So let’s say you want to continue to work from home sometimes. You could explain to your boss that while the team will need to adjust to you being away from the office three days a week, that arrangement would give the team the flexibility it needs to deal with clients in other time zones because you could start work earlier in the morning than if you had to commute into the office.

Keep in mind that a negotiation is a conversation, not a monologue, says executive coach Anne Shoemaker , who’s worked with hundreds of women on how to negotiate career changes and higher salaries. It also doesn’t have to be resolved in one conversation. “It might be an issue you want resolution on but your boss or colleague needs time to think about it,” she says. That means you might have to leave it be and then come back to the conversation a few weeks later.

For some roles, such as sales or account management, negotiation is particularly fundamental to the job function. Think about how an ad salesperson might propose an advertising schedule and budget, talk through how that particular plan would help the client achieve their organization’s specific advertising goals, give the client some time to think the plan over, and discuss ways to tweak it before finalizing the deal.

However, no matter your role, developing strong negotiation skills will benefit you as well as your manager, colleagues, and organization in the long term by helping you to find better solutions and take action to achieve individual and collective goals.

Read More: Don’t Let These Negotiation Myths Hold You Back—Here’s How to Shake Them

Here are eight skills to use the next time you and your boss, colleague, or client are trying to come to a mutual resolution on an issue.

1. Active Listening

When you’re negotiating, be mindful that you’re actually paying attention. Often when we’re nervous or focused on our own agenda, we may not fully hear what the other person is saying, Ghedine says. To really listen, you might take a moment to pause after the other person speaks, for example, and essentially repeat back what you just heard, asking if you’ve captured it accurately. “This will allow your brain to catch up with what is being said, and give you time to process,” Ghedine says.

Read More: How Active Listening Can Boost Your Career (and How to Do It Right)

2. Problem-Solving

To get to a solution that pleases everyone, you have to be able to see the issue from many different perspectives, not just your own, and brainstorm and evaluate potential paths forward even if they’re not clear-cut. “If you can figure out where your interests align, you can find a solution that will benefit everyone,” Shoemaker says.

For instance, if your boss says they can’t give you a 5% raise this year because everyone’s raises are capped at 3%, think about another creative way to achieve your goal that would benefit your manager. Perhaps you can ask them to create a year-end bonus that’s linked to you reaching specific goals or metrics that are important to the success of your department. Or maybe this is a good opportunity to begin a conversation about a promotion or title change to reflect the additional responsibilities you’ve taken on (the same ones you used to support your case for a larger raise), which could bump up your pay even higher even if it takes longer.

Read More: How to Improve Your Problem-Solving Skills (and Show Them Off in Your Job Hunt)

3. Ability to Read Body Language

While you’re negotiating, it’s essential that you pay attention to changes in other people’s body language because it will give you valuable clues about what they’re thinking or feeling. If they start to frown, wrinkle their brow, or cross their arms, that could be a sign that they disagree.

Be careful to keep your own body language and facial expressions neutral as well, leaving your hands at your sides, maintaining eye contact, and smiling. If you’re meeting in person, try to sit on the same side of the conference table to show you’re aligned, and if you’re meeting virtually make sure you both have your cameras turned on to allow you to read each others’ body language as much as possible, Shoemaker says.

4. Persuasion

To receive a raise or promotion or achieve any other aim you might have in a negotiation, you’ll need to identify a compelling reason and convey it in a way that resonates with your audience. Paint a picture and show them why they should say yes to your proposal—and be sure to equip yourself with evidence.

For instance, if you’re negotiating for promotion based on your creative storytelling skills, you need to persuade your manager that your skills are essential to your department’s success. For instance, saying, “My skills as a digital storyteller have helped this company grow its customer base by 20%. Remember the incredible engagement we got when the ‘Raise Your Paw’ pet food campaign went viral? That project alone blew past our projections for customer shares by 53% and caused a 15% spike in sales for the month,” is much more persuasive than saying, “I’m a talented storyteller.”

5. Emotional Intelligence

Negotiation requires self-awareness, empathy, and the ability to manage your own emotions and recognize the emotions of others. Say your manager is fidgeting more than usual in your meeting and seems a bit flustered or distracted. That’s a signal that this may not be the best moment to bring up a non-urgent request you’ve been planning to make and you’d be better off waiting a few days.

Emotional intelligence also means not crying or yelling when you don’t get what you want, Shoemaker says. A good negotiator can stay positive and constructive even when they’re unhappy with the outcome.

6. Ability to Communicate Succinctly

Most people share too much information during negotiations, especially if they get nervous or haven’t thought through the case they want to make, Ghedine says. When someone asks you a question, stay focused on answering it rather than providing extra commentary, she says.

For instance, if you’re making the case to your manager that you should be able to work a four-day week, stick to the facts. Explain that you’ll work 10 hours a day, four days a week, and you’ll make sure that any deadlines from that week will be met before you clock out on Thursday. Refrain from discussing why you need Friday off or how it will benefit your family. It’s also a good idea to emphasize the point you want your boss to remember—that you’ll hit all your deadlines on or ahead of schedule. Ghedine recommends ending your pitch with your most important point and taking a short pause before and after the statement.

Read More: Your Communication Skills Matter for Every Job—Here’s How to Use, Improve, and Show Off Yours

7. Vulnerability

Don’t forget to show your human side and ask for help when you’re struggling or for more information when you don’t know the answer. It helps you stay calm and fosters empathy in others, says career coach Jennifer Tardy , who’s helped hundreds of job seekers negotiate higher salaries.

For instance, if your boss drops a new project on your desk when you’re already struggling to finish your work, it’s best to be honest that you can’t complete everything on your to-do list. You could negotiate the added workload by saying, “I’m a bit overwhelmed right now. I’m already working on five high-priority projects. If you want me to pick up this new priority, I need to let something else go.”

8. Self-Advocacy

Throughout your career you’ll need to advocate for things that are important to you, whether it’s a particular approach to a cross-departmental project or time off to be a caregiver. Self-advocacy might also mean standing up to a colleague who treats you unfairly or a boss who never seems to put you up for the projects you think will advance your career. It’s about having the self-awareness to understand what you need and want and building up the confidence to articulate it to other people—in other words, exactly what you need to do in many negotiations.

You may be thinking that this all sounds great in theory, but you’re simply not a natural negotiator. The good news is research shows that training and experience improve performance significantly—and that even just believing negotiation skills can be learned goes far to boost performance.

“The only way to perfect these skills is by practicing, much like building muscle through repetitive exercise,” Tardy says. The more you practice, the better they’ll get and the more confident you’ll feel using them.

Here are six ways to build your negotiation muscle:

• Role-play with friends: Find a cohort of trusted friends and practice different scenarios—like asking your boss for a raise or building a case to hire another staff member. Have your friend ask you challenging questions such as, “How will the company pay for the new staff member’s salary?” Rehearse explaining how the new staff member will help the team find new customers and bring in new revenue that will offset their salary costs. “If you can’t say these things to a friend, you definitely won’t be able to say them to your manager,” Ghedine says.
• Look for ways to practice in your daily life. There are plenty of opportunities to practice negotiation skills in everyday life, not just at work, Shoemaker says. For instance, if you’re traveling and your hotel room ends up being next to the ice maker, you can either call the front desk and yell at them or you can use your negotiation skills and ask what other rooms are available for the same price. “The objective is to get what you want (a quiet room) while allowing the other party to get what they need (a fee for the room),” she says.
• Practice self-advocacy with your friends or family: Being your own advocate can be hard, so Tardy suggests trying it out with your spouse or a friend before you bring it to the workplace. For instance, let’s say your friend wants to have sushi for dinner and then see a movie but you really want to eat pizza and you’re too tired for a movie. Rather than just going along to get along, Tardy suggests you speak up and explain that you had sushi last night and you have hankering for pizza, and it’s been a long week so you just want to go home after dinner. “The more you [self-advocate] in places where it feels safe, you will build that muscle to bring it to places where it feels riskier,” Tardy says.
• Get a coach or mentor : If you’ve noticed that a colleague or manager you work with (or used to work with) is an excellent negotiator, you could ask them to help you build your skills by walking you through how they approach negotiations, giving you tips, or even letting you sit in on a meeting, if it’s appropriate. You could also look for a coach who specializes in negotiation skills, which might be particularly helpful if you’re currently searching for a new job and hoping to make a salary jump or if you’re negotiating a raise or promotion at work. (Don’t know where to start? You can find dozens of career coaches on The Muse !)
• Write down your key negotiating points: It’s not uncommon to get nervous while negotiating, so Ghedine suggests bringing a list of your key points to reference if you get flustered. “Outline the most important points you want to articulate and have them written out succinctly,” she says.
• Be aware of when you miss an opportunity to use one of these skills: Notice when you miss an opportunity to be vulnerable or to be your own advocate, and think about how this skill might have benefited you, Tardy says. Also pay attention to when your colleagues or friends have overlooked a chance to do the same. Think through what you or your colleague could have done instead and how that might have led to a different outcome.

Negotiating for what you want isn’t as tricky as it sounds. With practice, you can develop robust negotiating skills that will ultimately benefit you and the folks you’re working with.

Negotiation Skills Interview Questions & Answers

• Updated January 29, 2024
• Published April 9, 2021

Many of us encounter negotiation in various forms daily, from discussing project deadlines to finalizing contracts. It’s fascinating how these skills transcend the professional sphere, impacting our interactions and decisions. Negotiation skills are used to reach an agreement through discussion. Of course, the better you negotiate and persuade, the more you can influence a positive outcome.

In certain work environments, employees must possess strong negotiation skills to reach a compromise between two or more parties. Negotiation skills are often soft skills that include communication skills , persuasion, strategizing, cooperating, and planning.

Interviewers use job interviews to assess your negotiation skills. They do this by asking you questions that require you to give examples of times you successfully used your negotiation skills. These types of questions are called behavioral interview questions. Your goal during the interview is to demonstrate that you are a persuasive person who knows how to communicate and strategize to negotiate the best deal.

Interview questions about negotiation skills are commonly asked during job interviews because, for employers; it’s essential to have the right people aboard to negotiate purchases, contracts, ideas, and initiatives.

A basic example of a behavioral question regarding negotiation skills is, ‘d escribe a recent time when you negotiated a successful outcome.’  This question requires you to explain a situation where you used your negotiation skills to your advantage to get the best deal possible.

Top 15 Negotiation Interview Questions & Answers

Below you will find a list of commonly asked interview questions about your negotiation skills and how you should go about answering them.

1. Tell me about a time you failed to reach an agreement in negotiations.

Example: ‘One time I failed to reach an agreement in negotiations was when I was trying to secure a lower price for a large purchase for my company. I had done my research and knew the market rate for the product, and I thought I had made a strong case for why we deserved a lower price. However, the seller was unwilling to budge on their price, and we were unable to come to an agreement. In the end, we had to either pay the higher price or find another supplier, which was disappointing. I learned from this experience the importance of being prepared and having backup options in case a negotiation doesn’t go as planned.’

2. In your opinion, when should you walk away from a negotiation or say ‘no’?

Example: ‘I think this really depends on the situation. However, for example, a reason to walk away from a negotiation could be when the counterparty is not willing to reach a compromise or meet in the middle. In my opinion, it’s important to have a clear understanding of your priorities and boundaries before entering a negotiation. If the other party is not willing to respect your boundaries or is making unreasonable demands it might be best to end the negotiation process. Other reasons to say ‘no’ could be if the other party is dishonest or unethical in order to avoid being taken advantage of.’

3. What is the most complex negotiation you have been involved in?

Example: ‘I recently was part of a complex negotiation in my position as a project manager at a construction company. I was responsible for negotiating the terms of a contract with a large multinational. The negotiation involved several stakeholders with competing priorities. I had to find a way to meet the needs of all parties involved while also making sure that the project was completed on time and within the given budget. What made the negotiation complex was that there were a lot of different moving parts that required careful planning and coordination to ensure the needs of all parties involved were met. Ultimately we were able to come to an agreement that satisfied everyone, which led to the project being completed successfully.’

4. What do you think are common mistakes people make during negotiations?

Example: ‘I think that there are several mistakes that can be made that could ruin a negotiation process for yourself or in general. For example, a common mistake is rushing into a decision without fully considering all the options on the table. This can lead to agreeing to terms that are not in your best interest. Furthermore, you could miss out on potential opportunities to reach a better outcome. Another mistake is only focusing on your own needs and interests. During every negotiation, you also need to consider the needs and interests of the other party. Not doing this could lead to a breakdown in communication or a lack of trust. Needless to say, both of these factors are of negative influence on reaching a mutually beneficial agreement.’

5. What negotiation success are you most proud of?

Example: ‘When I applied to my previous position, I was able to negotiate a higher salary for myself during a job negotiation. I’m proud of this achievement because I had done my research and was aware of the market rates for my position and experience level. I was able to communicate my value to the employer clearly and negotiated a salary that was higher than the initial offer. Of course, I was very happy with the outcome because it benefited both myself and the employer.’

6. In your current position, how often do you negotiate?

Example: ‘In my current position, I find myself using my negotiation skills daily. Whether this is with my team to determine project tasks and deadlines or with clients to determine the scope of our work and pricing. Furthermore, I also negotiate with vendors to ensure that I secure the best possible price for goods and services. I enjoy the negotiation challenge and trying to find a win-win solution to come to a mutually beneficial agreement. I believe my ability to negotiate good deals effectively has been a key factor in my success in this position.’ 

7. Which skills do you use to convince and influence the way other people think?

Example: ‘I rely on my communication, persuasion, and negotiation skills whenever I try to influence others. When needed, I start by clearly and concisely stating my case or proposal, using facts, data, and examples to support my position. I then listen carefully to the other person’s perspective and actively seek to understand their point of view. From there, I use persuasive techniques such as appealing to their emotions or highlighting the potential benefits of my proposal to try to convince them to see things from my perspective. Finally, if necessary, I am willing to negotiate and find a compromise that works for both parties.’

8. Can you give me an example of a win-win proposal you negotiated?

Example: ‘A win-win outcome of a negotiation is, of course, the best outcome. In my current position as sales manager, I’m responsible for selling our software to large organizations. In this case, I had to pitch our products to a multinational interested in our solutions but with a limited budget. 

To reach a win-win agreement, I proposed a discounted rate for the software that would still allow our company to make a profit while meeting the corporation’s budget constraints. Additionally, I offered to include additional features and services at no extra cost but with a maintenance agreement for at least 3 years, which would provide added value to both their organization and us.

Through negotiation and compromise, we were able to come to an agreement that was beneficial for both parties. The corporation was able to purchase the software at a discounted rate and receive additional value, and our company was able to make a profit and gain a new, large client. Overall, it was a successful win-win negotiation.’

9. How do you identify goals and objectives before your start a negotiation? Can you give me an example?

Example: ‘Identifying goals and objectives prior to negotiation is the key to success, in my opinion. For example, I recently negotiated a successful deal with a new client. Before the negotiation, I researched their company to understand its goals, needs, and possible budget constraints. I also discussed this with my own team and determined our goals for the negotiation. Think, for example, of the profit margins we needed to achieve in order to stay profitable and how long we would like the contract to be.

I used this information to enter the negotiation with a clear understanding of what I wanted to achieve and what the other party was looking for. This allowed me to make informed decisions when negotiating a deal while still being able to tailor my proposals to meet the needs of both parties. By doing all this upfront I strive to increase my chances of negotiating successfully.’

10. Why do you think it’s important to understand the other party before starting negotiations?

Example: ‘In my opinion, this is crucial for successful negotiation. If you understand the other party it allows you to tailor your proposals in order to reach an agreement that is mutually beneficial. Understanding the other party’s needs, goals and constraints helps you to craft a proposal that immediately addresses their concerns and offers them value. From my experience, I noticed these are key factors in establishing a strong working relationship.’

11. What is your strategy to reach common ground in a negotiation?

Example: ‘To reach common ground in a negotiation, there must be a focus on finding mutually beneficial solutions that address the needs and goals of both parties is the goal. I believe that successful negotiations are not about one party winning at the expense of the other but rather about finding a solution that benefits both parties.  Recently, I completed a successful negotiation with a new client. I started my preparation by identifying the goals and needs of the client by researching their company goals.

Next, I communicated with my own team to determine our objectives for the negotiation.  Once the goals and needs of both parties were clear I started to explore solutions that could meet both of our needs. In this case, it was offering a discount and incentive that would make our product more affordable and, therefore, more attractive to the client. Because I was willing to compromise and make a concession to reach an agreement, we made a deal.’

12. What would you do if you had a negotiation deadline coming up but did not yet have all the required information to determine the right strategy?

Example: ‘This is a tricky situation because before going into a negotiation, you want to be prepared as well as possible. In such a situation, I would still try to gather as much information as possible before the deadline. This could include reaching out to relevant parties, such as co-workers or industry experts, in order to get an idea of their insights and perspectives on the situation. Besides this, I would also try to identify any potential leverage points or areas of common ground I could use to my advantage during the negotiation process. Ultimately, my goal would be to enter the negotiation as prepared as possible, even if I don’t have all the information I would ideally like to have. I would also consider asking for an extension on the deadline if I felt it necessary to prepare for the negotiation adequately.’

13. What would be your approach if you and a teammate disagree on how to move forward in a negotiation process?

Example: ‘If I were in a situation where I disagreed with a colleague or teammate on how to move forward in a negotiation process, my approach would be to first listen to their perspective and try to understand their reasoning. I would then express my perspective and why I believe it is the best approach. I would also be open to considering any new information or insights they may provide. If we still can’t reach a consensus,  we could potentially bring in a neutral third party, such as a manager or mediator, to help us find an acceptable solution for both parties. Ultimately, my goal would be to find a way to move forward in the negotiation that is in the best interests of the team and the organization.’

14. How would you determine if you need help from others when you’re in a negotiation?

Example: ‘This really depends on what happens during the negotiation, but I can think of several signs that might indicate that I need help from others when I am in a negotiation. For example, if I am unsure about how to proceed or if I feel that I am not adequately prepared, I may need additional guidance or support. If the other party is being difficult or uncooperative, or if the negotiation is becoming confrontational or heated, I may need help managing the situation and finding a way to move forward. Additionally, suppose the negotiation involves complex or technical issues outside my expertise. In that case, I may need to consult someone with more knowledge or experience. Ultimately, my decision to seek help from others would depend on the specific circumstances of the negotiation and my ability to navigate them on my own effectively.’

15. Walk me through your course of action when you’re asked to negotiate a deal.

Example: ‘In short, my course of action when negotiating a deal is as follows. First, I carefully review the details of the proposed deal. I would then research and gather as much information as possible about the other party, the market, and the industry. This would help get a better understanding of their perspective and what they are looking for in a negotiation. The next step is identifying any potential leverage points and areas of common ground that could be used to my advantage during the negotiation.

Based on these steps, I would develop a negotiation strategy that incorporates my goals, their goals, and the broader context of the negotiation. Before the negotiation starts, I would prepare the necessary materials, such as proposals or offers that I would need to present or discuss. During the negotiation, I would listen actively and carefully to the other party and respond to their concerns and questions professionally and thoughtfully. I would also be prepared to adapt my approach as needed in response to any changes or developments that arise during the negotiation. Ultimately, my goal would be to reach an agreement that is fair and mutually beneficial for both parties.’

Negotiation Skills Interview Questions

Negotiation skills can be used in different types of situations. These skills can be used to settle disputes and disagreements but also to negotiate the best deal on a contract or purchase. However, the principles of seeking mutual benefit, fairness, and maintaining a healthy relationship are keys to success.

Below we discuss a couple of important skills related to negotiation skills. To convince the interviewer that you’re a strong negotiator, you must demonstrate these skills in your answers.

What Are Negotiation Skills?

Persuasion is an important part of the negotiation process. The definition of persuasion is convincing someone else to agree with your point of view or follow a specific course of action. Employers value these skills because they can impact job performance. For example, in sales, persuasion skills are essential.

• Communication

Effective and efficient communication directly impacts the outcome of a negotiation. This means that the clearer and better the communication, the better the negotiation process. Communication skills are required to facilitate and have a healthy and effective discussion.

Learn more about communication skills .

Cooperation

Cooperation is needed in negotiating to work toward an agreement that everybody can agree on. Furthermore, cooperation in negotiation is based on a win-win mentality based on the mutual interests of the parties involved in reaching a common goal.

Effective planning is also an aspect of a successful negotiation. This aspect plays a part in reaching an agreement that all parties involved can agree on. Planning considers how the agreement will impact everybody involved in the long term. This part of the negotiation process is necessary for deciding how the agreed terms will be carried out over time.

Strong negotiators always have one or more backup plans to use depending on how the negotiation process goes. They consider all possible outcomes beforehand and are prepared to deal with different kinds of scenarios while negotiating.

Negotiation Interview Questions

An effective negotiation process can benefit all parties involved. This is also why employers look for candidates with strong negotiation skills or the potential to develop them [[Harvard Business Review, https://online.hbs.edu/blog/post/how-to-improve-negotiation-skills ]]. Most questions about negotiations are behavioral interview questions . These questions require you to recall and explain work situations in which you successfully negotiated. Employers use job interviews to analyze your past professional behavior because, for them, this is the best way to gauge your future job performance.

Other common competency areas for which behavioral questions are used in relation to your negotiation skills are communication , time management , creative thinking skills , leadership , adaptability , and conflict resolution .

Behavioral job interview questions usually start with:

• Give me an example of
• Tell me about a time when you
• Describe a situation where

Examples of negotiation behavioral interview questions:

• Give me an example of a time you have successfully negotiated a deal.
• Tell me about a time when you resolved a deadlock in negotiations.
• How do you establish common ground in a negotiation? Can you give me an example?
• Describe a situation when you failed to reach an agreement in negotiations.

As you can see, the questions mentioned above require you to discuss actual negotiation situations you encountered in your career. The reason why interviewers use these questions is before them; the most accurate predictor of future performance is your past performance in a similar situation.

To answer behavioral questions properly, it’s important that you thoroughly understand which specific skills interviewers are looking for. This starts with  reviewing and analyzing the job description . The job description usually tells more about the specific skills that are required for the position. You can use this information to prepare answers that include times you successfully negotiated, times negotiations failed, and what you learned from those situations.

To answer behavioral questions successfully, you need to provide the interviewer with specific details about times you used your negotiation skills. Walk the interviewer through the situation you were in, your tasks in that situation, the actions you took, and the results you got from your actions. This is called the STAR method  of providing an answer. The STAR method is discussed in more detail later on in this article.

Why Interviewers Ask About Negotiation Skills

Interviewers ask about your negotiation skills during job interviews to assess your ability to effectively communicate and reach quality solutions to ultimately contribute to business success.  The main reason for asking you about situations in which you successfully negotiated is to understand how you work on building better relationships, presenting alternatives, and reaching agreements that are positive for all parties involved.

Before hiring a candidate, employers want to determine if you are:

• Responsible enough to identify, analyze, and solve problems
• Able to solve a problem without having all the required data, information, or resources
• Creative enough to come up with out-of-the-box solutions
• A strong communicator who can explain issues and involve others in the problem-solving process
• Taking responsibility for your actions

During a job interview, you must have a few examples ready to discuss times you used your negotiation skills in different situations. A proven track record of successful negotiations will help you convince the interviewer. This is also the reason why it’s smart to prepare answers related to the requirements for the position prior to your job interview.

How Do You Demonstrate Negotiation Skills?

During a job interview, you must convince the interviewers that you are a strong negotiator or have the potential to become one. During your interview, the interviewer will try to assess if your  work ethic and career goals align with the company culture and what they can offer you.

The quickest way to convince the interviewer is by relating your answers to the required job skills and giving examples of times you successfully used them. Your goal is to demonstrate that you are a strong negotiator that is capable of taking on the daily tasks required for the position and have the potential to grow .

Interview questions about negotiation skills are used to reveal your approach, negotiation style, and your experience. Basically, the interviewers want to get the following questions answered:

• What is your negotiation approach and strategy?
• How do you analyze problems, and how do you identify the interests/goals of the parties involved?
• Are you a clear and effective communicator?
• Do you possess the right problem-solving and decision-making skills?
• Are you a collaborator and team player?
• Can you negotiate while still maintaining a good relationship?

Tips To Answer Interview Questions About Negotiation Skills

There are several ways you can demonstrate your negotiation skills in a job interview. Below we discuss a couple of skills you can include in your answers to convince the interviewer that you understand the negotiation process and how you successfully negotiate.

1. Identifying your goal

Before you negotiate, you must know what you need to get out of a negotiation. What do you want out of an agreement? How much are you willing to negotiate? Ensure your answers demonstrate that you know what you want to negotiate and how much you’re willing to compromise.

2. Identifying the goals of parties involved

Another important aspect is understanding what parties involved want out of a negotiation. A successful negotiation requires you to effectively communicate your goals but also to read between the lines to understand the wants and needs of other parties. Active listening skills are crucial here and can also help to ease the tension of a negotiation.

3. Willingness to compromise

It’s nearly impossible to reach an agreement without compromise from all parties involved. This is also a part of a negotiation strategy. Before you negotiate, it’s important that you have an idea of which terms you are willing to let go of and which terms you need in order to stay in the deal, or walk away. It’s essential that you show the interviewer that you are able to strategize and plan out a negotiation.

4. Confidence

Even though it can be a challenge to ask for what you want during a negotiation, demonstrating confidence is crucial to negotiate the best deal and reach your goals. Being confident in a negotiation can lead to the parties involved being more inclined to believe the benefits of your proposal. The same goes for answering questions about negotiation questions. Ensure that you come across confident and demonstrate that you have confidently approached negotiation situations in the past.

5. Not taking negotiation outcomes personally

There’s no emotion in doing business. It can happen that the goals and needs of the parties involved are too different to reach a compromise. If this happens, you should not take it personally but evaluate the negotiation process. Demonstrate to the interviewer that you understand why things did not go as planned and what you learned from the situation. You can, for example, explain the learning process and what you did to improve your efforts in subsequent negotiations.

6. Personal development

Let the interviewer what you have learned from past negotiations and what you’re currently doing to improve your negotiation skills.

Common Negotiation Skills Interview Questions

Below we discuss a couple of commonly asked negotiation interview questions. These questions are broken down into two categories; regular behavioral interview questions and hypothetical interview questions.

Learn everything you need to know about commonly asked interview questions that are frequently asked during job interviews .

Behavioral Negotiation Skills Interview Questions:

• Tell me about the last time you used your negotiation skills to your advantage as a professional.
• Which skills do you use to convince and influence the way other people think?
• Walk me through your course of action when you’re asked to negotiate a deal.
• Give me an example of how you negotiated with others to reach an agreement.
• Tell me about a time a negotiation failed. What happened? What did you learn from the situation?
• Describe the last time you used your negotiation skills to reach an agreement that was in everyone’s best interest.
• What negotiation successes are you most proud of? Why?
• How do you identify goals and objectives before your start a negotiation? Can you give me an example?
• Give me an example of a win-win proposal you negotiated.
• What is your strategy to reach common ground in a negotiation? Can you give me an example?

Situational Negotiation Skills Interview Questions:

• How would you go about convincing a coworker, manager, or other stakeholders to try an alternative approach to negotiation?
• What would you do if you had a negotiation deadline coming up, but you did not yet have all the required information to determine the right strategy?
• How would you determine if you need help from others when you’re in a negotiation?
• How would you deal with a situation where you identify a weak link in a negotiation process impacting the outcome?
• What would be your approach if you and a colleague or teammates disagree on how to move forward in a negotiation process?

How To Answer Interview Questions About Negotiation Skills

The best way to answer negotiation skills interview questions is by demonstrating times you successfully negotiated in the past. Employers are interested in hearing from you about how you approach negotiations and what you have learned from situations you were in.

To get your preparation started, you can consider the following steps to prepare answers to interview questions about your negotiation skills.

Step 1: Research & Job Analysis

Research starts with analyzing the job description company website and any news related to the company. Understanding what is expected of you if you’re hired is important to prepare answers to interview questions.

Based on your research, you can get a better idea of which skills are important and in which situations you will need those skills. Think of skills such as creative thinking ,  problem solving ,  adaptability , a strong work ethic , and  communication . Information on the company website tells you more about their mission statement and who its main clients are. Also, don’t forget to check LinkedIn pages and other content/news related to the company.

The ultimate goal of your research is to make an educated guess about what kind of interview questions you can expect .

Step 2: Identify The Required Job Skills & Competencies

During your research, it’s smart to identify the most important required job skills and competencies immediately. Write them down and rank them on importance. A job description usually contains specific job duties, responsibilities, required qualifications, and preferred qualifications. Based on this information, you can guess which skills are most important for the employer.

Step 3: Relate Work Experiences To The Identified Skills & Competencies

Employers are interested in hearing from you about how your skills match the job requirements. Therefore, it’s important that you are able to give them examples of times you successfully performed related tasks in the past.

During the interview, interviewers want to discuss how you have successfully negotiated in the past and how your skills can benefit the company. Therefore, make sure that you come up with example answers to interview questions you expect .

Step 4: Focus On Successful Negotiations & Valuable Lessons

It’s common for interviewers to ask you about times you were successful in negotiations. They want to hear from you how you strategize, plan and negotiate the best outcome for all parties involved.

However, they will also ask you about times you failed. Interviewers ask you about failures to assess whether or not you learn from your mistakes and if you’re self-aware enough to acknowledge times you failed. Also, it helps them identify if you take calculated and smart risks when it comes to negotiating.

Therefore, make sure you have examples ready that demonstrate that you’re a strong negotiator, but also make sure you’re ready to discuss challenging times.

Step 5: Describe The Situation, Task, Action & Results (STAR)

Structure your answers in a way that explains to the interviewer in what situation you were to negotiate, your task, the actions you took, and the results you got from your actions. In short, this is called the STAR method . This technique of answering questions allows you to concisely provide the interviewer with an answer by logically walking them through the situation.

STAR is an acronym that stands for a situation ( S ), your task ( T ) in that situation, the actions ( A ) you took, and what results ( R ) you got based on your actions. These are the basic steps you take in your walkthrough. Below we discuss the STAR interview technique in more detail.

STAR Interview Technique For Negotiation Skills Interview Questions & Answers

By using the STAR method, you can give an answer that includes exactly what the interviewer is looking for. Below, the STAR acronym is broken down into each step.

Start your answer by explaining the situation that you faced in which you had to negotiate. The start of your answer ‘story’ should answer questions such as:

• What was the situation/problem that had to be negotiated?
• Who was involved in the negotiation?
• Why did the situation happen at that time?

It’s important to provide context around what needed to be negotiated. Furthermore, make sure to provide relevant details of why you had to use your negotiation skills in that particular situation.

Explain your specific role in the negotiation process. Include important details, such as specific tasks and responsibilities. This part of your answer should answer questions such as:

• Why were you involved in the negotiation process?
• What’s the background story of the negotiation?

Next, describe your task. Give the interviewer a detailed description of the actions you took to negotiate successfully. This part of your answer should answer questions such as:

• What steps did you take to resolve the situation you were in?
• Why did you choose to complete your tasks this way?

Finish your answer by discussing the results you got in the negotiation process. Detail the outcomes of your actions and ensure to highlight your strengths  in the negotiation. Furthermore, ensure to take credit for your behavior that led to the result. Focus on positive results and positive learning experiences in the negotiation process. This part of your answer ‘story’ should answer questions such as:

• What did you accomplish in the negotiations?
• How did you feel about the results you got from the negotiations?
• What did you learn from the negotiation process?
• How did this particular situation influence who you are as a professional today?

Sample Answers To Interview Questions About Negotiation Skills

Below, you will find some example questions about negotiation skills. The examples are already written in STAR format so that you can see how you can structure your answers when answering negotiation skills interview questions.

However, these are ‘general’ examples. Make sure to structure your own answers in a way that includes enough detail to convince the interviewer that you’re the right person for the position you’re applying for!

Negotiation Skills Interview Question : ‘Give Me An Example Of When You Negotiated A Successful Outcome.’

Below, the answer is structured in the form of a STAR answer.

Situation/Task

‘In my current position as a business development manager, I’m responsible for identifying new business opportunities and maintaining relationships with existing clients. Last year, a client approached me who was looking for an additional service to make our software compatible with their custom-built software systems.  We did not provide custom software solutions at the time. For me, this was a great opportunity to expand the business because  it was a request for a new implementation on top of our current software, and it was a request that came directly from a client. 

I explained to our client that we did not offer the service but that we could develop tailor-made software so that all their software systems could interact . I asked them how they used our product and how the new software would benefit them in order to get a better understanding of their request to see how it would help them but also if it could possibly also help our other clients. The client was very interested but also said that they did not have any immediate development budget.

I contacted our development department to create a development plan. It turned out that we needed approximately 3 to 6 months to develop the software. The good news was that we discovered that the to-be-developed software could also benefit our other clients. However, because of the situation, w e had to allocate resources to develop a solution for a client with no development budget. This meant I had to negotiate an agreement that could benefit us both.

My team and I came up with two possible solutions. The first option was that we would take care of the software development, and they would commit to a long-term service agreement where we could keep developing software for them and provide additional services. This would eventually bring in much more than just the software development costs.  The other option was a compromise in payment structure where we would offer an  extended payment term for a higher total price, with a discount if paid in full earlier than the due date. For us, this would mean a longer commitment from a client while we could still help them out and develop software that we could also sell to other clients.

I presented the plant to our client, and they were happy with the solutions and proposed time frame. They were enthusiastic about our concrete proposals to reach a compromise. The client chose the first option  to strengthen our relationship and extend our cooperation contract with a long-term service agreement. 

After signing our agreement, we immediately started development, and within 5 months, we were able to deliver. The client was very happy with the result and still uses our software to this day, and furthermore, we still develop new software for them. Besides them, we have multiple clients currently using the software we developed for that specific agreement.’

Why this is a strong answer to demonstrate negotiation skills:

• The answer demonstrates that you understand business.
• It shows that you strategize your approach and can come up with multiple plans.
• The answer shows what you want to gain and what you are willing to compromise.
• It shows that you refuse to accept potential objections. In this case, a lack of budget from the client side.
• This answer shows important skills, such as being proactive, communication , adaptability , problem-solving skills , and creativity .

Key Takeaways about Negotiation Skills

Mastering negotiation skills is crucial for job interview success. Here are concise, actionable takeaways to enhance your preparation and performance:

• Highlight Your Negotiation Successes : Be ready with clear examples of past negotiations where your skills led to positive outcomes. Use the STAR method to structure these stories effectively.
• Emphasize Active Listening and Empathy : Show that you understand and value others’ viewpoints, demonstrating your ability to find common ground.
• Prepare Strategically : Identify the negotiation skills most relevant to the job you’re applying for. Reflect on your experiences where these skills were pivotal, and prepare to discuss them.
• Demonstrate Adaptability : Share examples that show your flexibility and creativity in negotiations, especially where you turned challenging situations into opportunities.

By focusing on these points, you’ll not only showcase your negotiation skills but also position yourself as a valuable, collaborative team member ready to contribute to the organization’s success.

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