Influence & Negotiation

Sample Behavioral Indicators

• Demonstrates ability to influence others when appropriate.
• Maintains an awareness of goals and objectives and guides others through the decision-making process, while acting with integrity.
• Negotiates decisions or solutions that affect the actions of others and recognizes situations that require more than one approach.
• Actively listens to all opinions, emphasize and help others to reach a win-win conclusion.

Sample Behavioral-Based Interview Questions

• Tell me about the best idea you ever sold to a peer, employee, or higher level management. What was your approach? What do you think you succeeded?
• Tell me about a time when you anticipated a problem and were able to use your influence or persuasiveness to change the direction of a situation positively.
• Tell me how you persuaded someone to support an unpopular project or idea.
• Describe a situation in which you were able to use persuasion to successfully convince someone to see/do things your way.
• Tell me about a time you were unable to sell your idea to a key person.

Recommended Resources

• Beyond Reason: Using Emotions as You Negotiate (Fisher and Shapiro). Penguin Group, 2005.
• Getting to Yes: Negotiating Agreement without Giving In (Fisher and Ury). Penguin, 2011.
• Multipliers: How the Best Leaders Make Everyone Smarter (Wiseman). HarperCollins, 2010.