Negotiation Skills (Questions and Answers)

ANSWER ALL QUESTIONS

Question 1

Describe the process by which your company:

1. Chooses and
2. Trains its negotiators.

Make recommendations as to how each of these processes could be improved and

why?

If they do not have processes to both choose and train negotiators, suggest how

they might put them in place, and what they should comprise.

(25 Marks)

Question 2

Outline the process which your company currently undertakes before any significant

negotiation. Recommend ways to improve it, and support your recommendations.

(20 Marks)

Question 3

Describe your company’s post negotiation review process, or state the absence of

such a process.

Explain why it is so important to review the negotiation process, and how best to do

so, with supporting references.

(20 Marks)

Question 4

Use the example of a negotiation in which you have personally participated to

illustrate how your company negotiates.

Suggest ways in which this could be improved and why?

(25 Marks)

Referencing: 10 Marks

*Question 4 In the unlikely event that you have no personal experience (and this

would include your job interview), then interview a more experienced colleague.

You can use either an external or internal example.