How can you create a negotiation skills test for your team?

1 Define the objectives

Before you create a negotiation skills test, you need to define what you want to achieve with it. What are the specific skills and competencies that you want to evaluate and develop? How will you align the test with your team's goals and expectations? How will you use the test results to provide feedback and coaching? Having clear objectives will help you design a test that is relevant, valid, and useful.

2 Choose the format

When creating a negotiation skills test, you have a variety of formats to choose from, depending on your resources, time, and preferences. Multiple-choice questions are easy to create and score, but they may not accurately reflect the complexity and dynamics of real-life negotiations. Alternatively, role-play exercises are more realistic and interactive, but they require more preparation, observation, and feedback. You can use case studies, simulations, or live scenarios to create role-play exercises. Self-assessment surveys measure the self-awareness and confidence of your team members, but they may not be as accurate or objective. Scales, ratings, or open-ended questions can be used to create self-assessment surveys.

3 Develop the content

When deciding on the format for your negotiation skills test, the content should be tailored to your objectives and follow the best practices and principles of effective negotiation. Content can include negotiation styles, such as competitive, collaborative, accommodating, avoiding, or compromising; negotiation strategies like BATNA, ZOPA, anchoring, framing, or concession-making; and negotiation skills like communication, listening, questioning, persuasion, empathy, or problem-solving. With these topics in mind and a clear understanding of your objectives, you can create an effective negotiation skills test.

4 Implement the test

Once the content is developed, it is time to implement the test with your team. Timing should be carefully considered, taking into account your team's availability, workload, and motivation. Logistically, you must arrange the necessary materials, equipment, and facilities for the test, such as questionnaires, instructions, scenarios, feedback forms, or online platforms. Lastly, you should decide how you will evaluate the test results using criteria, rubrics, or metrics that are consistent and transparent.

5 Provide feedback

The final step is to provide feedback to your team based on the test results. Feedback is essential for helping your team members develop their negotiation skills and performance. When providing feedback, ensure that it is specific, constructive, and supportive. For instance, you should highlight the strengths and weaknesses of your team members with examples and evidence from the test, as well as offer suggestions and recommendations on how to improve their negotiation skills with resources, tools, or coaching. Additionally, you should encourage and motivate your team members with praise, recognition, or rewards.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?