15 Negotiation Interview Questions and Answers

Negotiating is a critical skill in any profession, but it’s especially important in the world of business. Whether you’re negotiating a salary raise with your boss or trying to land a new client, being able to effectively negotiate can mean the difference between success and failure.

If you’re interviewing for a job that will require you to negotiate on behalf of your company, you can expect to be asked some tough questions about your negotiation skills. To help you prepare, we’ve compiled a list of sample negotiation interview questions and answers.

1. What are the main reasons why people engage in negotiations?

This question is a great way to show your interviewer that you understand the purpose of negotiation and how it can benefit both parties. Your answer should include two or three reasons why people negotiate, along with an example of when you used one of these reasons in a previous role.

Example: “There are many reasons why people engage in negotiations. One reason is because they want to get something from another party. Another reason is because they want to give something to another party. And finally, some people negotiate simply because they enjoy doing so. I have found that most people who negotiate do so for both giving and receiving purposes. In my last position as a sales representative, I had a client who was looking for a specific product but didn’t need very many. I offered them a discount if they purchased more than what they initially needed, which led to them buying twice as much as they originally planned.”

2. Can you explain what the BATNA is? How does it help with negotiation strategy?

The BATNA is an acronym for Best Alternative to a Negotiated Agreement. It’s the option you have if you can’t reach an agreement with your counterpart in a negotiation. The interviewer may ask this question to see how well you understand and apply concepts that are important to effective negotiations. In your answer, try to explain what the term means and why it’s useful.

Example: “The BATNA is the alternative to a negotiated agreement. If I don’t get what I want from a negotiation, my BATNA is what I’ll do instead. For example, when I was working as a salesperson at a tech company, I had a client who wanted to buy our software but didn’t want to pay our asking price. I told them that if they couldn’t agree to our terms, we would find another buyer. They ended up agreeing to our original offer.”

3. Is it possible to use a “win-lose” or an “I win, you lose” approach when negotiating? If yes, then under what circumstances?

This question is designed to assess your understanding of the negotiation process and how you apply it in real-life situations. Your answer should show that you understand when a win-lose approach can be useful, as well as when an I win, you lose approach would not be appropriate.

Example: “Yes, it’s possible to use a win-lose or an I win, you lose approach when negotiating. However, this approach should only be used if both parties are aware of its implications and agree on using it. In my experience, this approach works best when there is a clear winner and loser at the end of the negotiation. For example, when buying a car, the seller knows they will get one price for the vehicle while the buyer knows they have to pay that price.”

4. What’s your favorite negotiation tactic and why?

This question can help the interviewer get to know you as a person and see how your personality might fit in with their company culture. It also helps them understand what negotiation tactics you’re comfortable using, which can be helpful if they need someone who’s experienced with certain strategies. When answering this question, try to choose something that shows off your unique personality while still being relevant to the position.

Example: “My favorite tactic is to ask for more than I expect to receive. This allows me to set an ambitious goal without seeming too pushy or demanding. If I’m asking for something that seems like it would be difficult to achieve, my opponent may feel inclined to give me even more than I asked for just to make me happy. Of course, I always aim to negotiate in good faith and am willing to walk away from any deal that doesn’t seem fair.”

5. What do you think are some of the biggest mistakes that negotiators make?

This question can help an interviewer determine how much experience you have in negotiation and whether you’ve made any mistakes that could hurt your ability to be successful in this role. When answering, it can be helpful to mention a mistake you’ve made so the employer knows you’re human and not perfect.

Example: “I think one of the biggest mistakes negotiators make is being too aggressive or pushy. It’s important to remember that we are working with other people who may have different ideas than us. I’ve seen many situations where someone was overly aggressive and ended up losing their client because they were unable to compromise on certain issues.”

6. What makes you feel like you’re being played by your opponent during a negotiation?

This question can help an interviewer understand how you react to different situations during a negotiation. Your answer can also show the interviewer your problem-solving skills and ability to adapt to challenging situations.

Example: “I feel like I’m being played when my opponent is not willing to compromise or share information with me. When this happens, I try to be patient and remind myself that they may just need more time to adjust to the negotiation process. If they continue to withhold information from me, I will politely ask for it again and explain why it’s important for both parties to have access to all relevant information.”

7. Which types of negotiation strategies work best for selling products and services?

This question is an opportunity to show your knowledge of negotiation strategies and how they can be applied in a business setting. When answering this question, consider which strategies you have used in the past that were successful and highlight those.

Example: “I find that using active listening skills when negotiating with clients or vendors helps me understand their needs and concerns. This allows me to better tailor my sales pitch to meet their expectations and makes them feel more comfortable about making a purchase. I also think it’s important to use compromise as a strategy for selling products and services because it shows customers that you are willing to work with them to ensure they get what they want.”

8. Do you think that every negotiation has to be based on a zero sum game? Why or why not?

This question is designed to test your knowledge of negotiation theory. It also allows you to show the interviewer that you can apply theoretical concepts to real-world situations.

Example: “No, I don’t think every negotiation has to be based on a zero sum game. In fact, I believe that most negotiations are not based on this principle. However, it’s important to understand what a zero sum game is and how it applies to some business scenarios. For example, if two companies are in direct competition with each other, then they may have to negotiate based on a zero sum game because both parties need to gain something from the deal or else neither party will benefit.”

9. Is there such thing as a good negotiator/bad negotiator? If so, then how can we tell them apart?

This question is a great way to test your knowledge of negotiation skills and how they can be used in the workplace. It also allows you to show that you understand what makes a good negotiator, which can help you stand out from other candidates.

Example: “There are definitely bad negotiators, but I don’t think there’s such thing as a good or bad negotiator. Instead, I believe it’s more important to know when to negotiate and when not to. For example, if you’re negotiating with someone who has no authority over the situation, then it may not be worth your time. However, if you’re negotiating with someone who has the power to make decisions, then it could be beneficial.”

10. Can you give me examples of situations where using power tactics would be counterproductive?

This question is a great way to show your ability to use negotiation skills in different situations. When answering this question, it can be helpful to think of specific examples from past experiences where you used power tactics but they didn’t work as well as when you used other methods.

Example: “In my last position, I was working with a client who wanted us to complete a project within a very short time frame. The client had already paid for the majority of the project and we were under pressure to get it done quickly. In this situation, using power tactics would have been counterproductive because it could have caused conflict between our company and the client. Instead, I decided to focus on finding solutions that worked for both parties. We ended up completing the project ahead of schedule.”

11. What are the different types of negotiators?

This question is a great way to show your knowledge of the negotiation process. It also allows you to demonstrate that you have experience in different types of negotiations, which can be helpful for employers who need someone with specific skills.

Example: “There are three main types of negotiators. The first type is distributive negotiator, who focuses on getting as much as possible from the other party. Collaborative negotiators focus on finding solutions that work for both parties and win-win negotiators try to find solutions that benefit everyone involved. I believe that collaboration is the best approach because it creates mutually beneficial outcomes.”

12. What are some common ways to resolve conflicts that arise during a negotiation process?

Interviewers may ask this question to assess your conflict resolution skills. They want to know that you can resolve disagreements in a productive way and keep the negotiation process moving forward. In your answer, describe two or three ways you would handle conflicts during a negotiation process.

Example: “I think it’s important to be empathetic when resolving conflicts with others. I would first try to understand where they’re coming from and what their perspective is. If I disagree with them, I would explain why I feel differently and try to find common ground. If we still can’t come to an agreement, I would suggest taking a break so everyone has time to reflect on the situation. This helps me avoid making rash decisions while also giving us more time to reach a mutually beneficial solution.”

13. What is a concession? Under what circumstances should one consider making a concession?

This question is an opportunity to demonstrate your understanding of the negotiation process and how concessions can affect outcomes. Your answer should include a clear definition of what a concession is, as well as when you would make one in a professional setting.

Example: “A concession is something that we give up during a negotiation. It’s important to consider making a concession if it will help us achieve our goal or objective. For example, I recently negotiated with a client who wanted a discount on their services. Instead of offering them a percentage off, I offered to provide additional services at no cost. This helped my client save money while also providing more value for their business.”

14. What are some traits that distinguish a high-quality negotiation from a low quality one?

This question can help an interviewer assess your negotiation skills by determining what you consider to be important in a successful negotiation. Your answer should include the traits that are most important to you and how they can benefit both parties involved in a negotiation.

Example: “A high-quality negotiation is one where all parties feel respected, valued and heard throughout the process. It’s also important for me to have clear goals and objectives before beginning a negotiation so I know exactly what I’m working toward. Finally, it’s essential to me that both parties leave a negotiation feeling satisfied with the results.”

15. What is a conflict style?

This question is a great way to test your knowledge of conflict styles and how they can affect negotiations. A good answer will include the definition of a conflict style, an example of each style and how it affects negotiation.

Example: “A conflict style is a person’s natural approach to handling conflicts. There are four different types of conflict styles—competing, collaborating, avoiding and compromising. Competing is when you try to win every argument or disagreement. Collaborating is when you work together with others to find solutions that benefit everyone involved. Avoiding is when you avoid confrontation at all costs. And compromising is when you give up something in order to reach an agreement.”