Category: Results

Competency: Negotiating Agreements

Competency Definition: The ability to reach fair, mutually beneficial outcomes through ethical negotiation that builds trust and supports shared goals.

Abbreviation in Louisiana Jobs: NA - 26


Negotiating Agreements

Competency Behaviors: Specific, observable actions demonstrating the competency

Forming


Struggles to demonstrate the competency; needs guidance and practice.
  • Enters negotiations without sufficient preparation or understanding of parties' interests, positions, or alternatives
  • Struggles to express key points; provides vague or ineffective responses to questions or objections
  • Focuses narrowly on fixed positions instead of exploring underlying interests
  • Neglects relationship-building during negotiation, which creates tension and erodes trust
  • Resists adjusting tactics or considering alternatives during negotiation
  • Uses tactics that may be perceived as unfair or overly aggressive, damaging trust or credibility

Improving


Shows growth and increasing confidence but not yet consistently independent

Successful


Demonstrates the competency independently and reliably in routine situations
  • Conducts adequate research to understand stakeholder priorities and outlines potential alternatives before negotiation
  • Communicates in an organized manner, identifies underlying interests, and responds with targeted arguments
  • Seeks mutually acceptable solutions by identifying shared interests and proposing workable options
  • Builds rapport and maintains a professional tone to support trust and cooperation during negotiation
  • Adjusts negotiation strategy in response to new information or shifting circumstances
  • Follows ethical practices that ensure transparency and fair treatment of all parties

Exceeds


Applies the competency independently in challenging or high-impact situations, adding value or insight

Exceptional


Demonstrates subject-matter expertise, serves as a role model, and elevates standards.
  • Conducts thorough research and develops a strategy with creative options that anticipate evolving interests and scenarios
  • Leads constructive dialogue by asking strategic questions, reframing issues, and delivering persuasive, well-reasoned proposals
  • Delivers innovative, win-win outcomes by integrating multiple perspectives and solving for both short- and long-term interests
  • Strengthens working relationships by balancing assertiveness with empathy and adapting communication to maintain trust through difficult conversations
  • Anticipates shifts in dynamics and adapts strategy in real time to influence outcomes while remaining composed under pressure
  • Reinforces trust and organizational values by modeling ethical negotiation practices that build goodwill and long-term credibility