Strategy Statement:

The interviewer wants to know more about the “why” than the “what”, and is not so much interested in the particulars of the negotiation, but the perspective and rationale behind it.

Sample Response:

I had organized myself and my presentation to a point where I knew what my ultimate bottom-line was. This bottom-line was developed knowing what it was I needed to take away from the negotiation, but also with an understanding of what the other party was seeking through the negotiation. Negotiation needs to be a respect-based process, with the needs of both parties kept constantly in focus.

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