Skills-Based Hiring: Negotiation - ApplicantStack
The article from ApplicantStack emphasizes the importance of negotiation skills in the workplace, defining them as the ability to reach agreements through effective communication, creative problem-solving, and conflict resolution, highlighting their value across various roles—especially those involving client or stakeholder interaction—and outlining key negotiation competencies such as active communication, relationship-building, and compromise to enhance collaboration, leadership, and overall job performance.
In our latest post on skills-based hiring, we’re diving deeper into negotiation skills and why they’re invaluable in the workplace. While certain roles are particularly well-suited to this skill set, the ability to think creatively and resolve conflicts can benefit anyone in nearly any line of work. Let’s explore this essential skillset and how to identify it when hiring.
What Are Negotiation Skills?
Negotiation skills are the abilities used to reach a resolution or agreement through a discussion. They are especially useful when differing needs or perspectives arise. The ability to listen and communicate effectively while identifying and proposing mutually beneficial solutions brings significant value to the workplace.
Why Look for Negotiation Skills When Hiring?
Negotiation involves a process of give-and-take, resulting in a compromise where both sides are willing to make concessions. Knowing how to navigate this process effectively can significantly enhance an individual’s performance in their role.
Certain roles are particularly suited to negotiation skills. Examples include positions that involve direct interaction with customers, clients, or other stakeholders. Teachers, salespeople, healthcare workers, attorneys, marketing specialists, customer service representatives, and executives can all benefit from strong negotiation abilities.
Skilled negotiators often excel at building partnerships, fostering relationships, and closing deals. Even for those not directly involved with customers or clients, negotiation skills can enhance collaboration and conflict resolution within the workplace. These abilities also play a key role in team dynamics and the leadership styles of managers.
Common Negotiation Skills
Some of the most common skills to look for that demonstrate a solid understanding of how to negotiate include:
- Communication: Successful negotiation requires active and effective communication on both sides. This goes beyond writing or speaking skills—it includes picking up on non-verbal cues, such as body language and movements, during discussions.
- Solving problems: Negotiations often involve challenges, so the ability to think creatively and solve problems on the fly is crucial.
- Flexibility: A flexible approach is essential for resolving issues. Adaptability allows individuals to adjust their strategies mid-conversation to reach a compromise.
- Empathy: Empathy, a key component of emotional intelligence, is vital for effective negotiation. It helps individuals remain calm in potentially stressful situations and better understand the other party’s perspective.
Tips to Identify Negotiation Skills in Job Candidates
When taking a skills-based approach to hiring, you may look for negotiation skills in your efforts. Here are a few tips that can help you assess these skills during the recruitment process.
- Review past achievements: Ask candidates to share examples of previous experiences that demonstrate their negotiation abilities.
- Include behavioral interview questions: Use questions that prompt candidates to describe past behaviors showcasing their negotiation skills.
- Incorporate role-playing scenarios: During interviews, consider using role-playing exercises to evaluate how candidates handle negotiation situations.
Be mindful of red flags, such as poor verbal or non-verbal communication and an unwillingness to compromise. These may indicate weaker negotiation skills.
Supporting Skill Development in the Workplace
It’s always worthwhile to support your existing employees with development programs that help them build and refine their skills. Whether it’s a new hire or a seasoned staffer, offering the opportunity for growth benefits the entire organization. Investing in skill development fosters a stronger, more capable workforce while boosting engagement and loyalty rates.
How ApplicantStack Can Help
With ApplicantStack, hiring becomes easier and more efficient. You can utilize tools that allow you to screen through resumes faster, rely on knock-out questions to identify qualified candidates, and hire the right person the first time. Explore how this applicant-tracking system can further support your efforts to incorporate skills-based hiring into your recruitment process.
In our series on skills-based hiring, we’ve also covered the following topics:
- Skills-Based Hiring: Communication
- Skills-Based Hiring: Strategic Thinking
- Skills-Based Hiring: Conflict Management
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The Hiring Process
The hiring process involves six key steps—job preparation, recruiting, talent screening, and others—where employers collaborate with hiring managers to define job requirements, use tools like ApplicantStack to source candidates broadly or niche-specific, and then screen applicants to narrow down to a select group for further evaluation.