Question: Imagine this scenario: You are at the negotiating table with a client. Your client has lied in an attempt to gain an advantage in the negotiations. You know that their statement is untrue due to research you have done the day before. How will you proceed with the negotiations?

Alternative Question Phrasing:

Follow-up questions:

Question Details:

Question Type:

Situational

Skills:

Basic – Speaking,Complex Problem Solving,Social – Negotiation,Social – Persuasion,Social – Rapport Buiding/Relating and Connecting with others,Social – Social Perceptiveness

Abilities:

Cognitive – Oral Expression

Other Factors:

Big 5 – Agreeableness,Practical Intelligence (Street Smarts)

Work Activity (Task):

Interacting with Others – Communicating with Persons Outside Organization

Work Context (Person-Job/Team/Org Fit):

Interpersonal Relationships – Deal With External Customers,Interpersonal Relationships – Face-to-Face Discussions

Work Style (Person-Job Fit):

Achievement/Effort (Action/Result Orientation),Assertiveness/Courage,Self Control

Question Frequency

Question Difficulty

What to look for in an answer:

You are looking for the interviewee’s practical negotiation skills, and dealing with customers when they are not always right. Ideally, the interviewee can find a way to reach an agreement without directly calling the client out on the lie, so as to maintain relations with the client.

Red Flags to Watch For:

If the interviewee would be overly aggressive or too agreeable in the negotiations, it is a red flag.

Sample Answer:

N/A

Question Source: Original