About the Negotiation test

The ability of an organization to sustain ongoing viable business strongly depends on the ability of its personnel to negotiate constructively and efficiently, whilst preserving and promoting fruitful long-term business relationships.

This test assesses candidates’ capacity to control and drive a discussion during a negotiation. It tests whether candidates can secure objectives, influence conversations toward desired outcomes, leverage the psychology of counterparties in a positive and skillful manner, and deal constructively with the emotions that can creep into negotiations, such as frustration, stress, anger, irritation, and fear. The test uses everyday situations that employees may encounter in a business setting to evaluate their responses to different scenarios.

This test measures candidates' ability to negotiate based on a win-win, interest-based approach, which embraces the following principles of separating the person from the problem, focusing on interests and not positions, inventing options for mutual gain, and insisting on objective criteria. These are the negotiation principles championed by Harvard Business School, and for decades have been widely recognized as the most efficient and effective way to negotiate in a business context.

Candidates who perform well on this test will be able to negotiate effectively to close deals or win arguments, all the while maintaining positive relationships with the colleagues, vendors, business partners, or anyone else sitting at the other end of the table.