A sales negotiation exercise should assess how a candidate understands a request, explores tradeoffs, and stays within their authority. It should not reward pressure, invented urgency, or promises the company cannot keep.
Use a fictional commercial situation with clearly stated boundaries. The exercise is not legal advice or a contract-negotiation template.
Set the fictional scenario
A fictional buyer wants a lower price, an earlier launch, and an additional capability. Provide the seller’s approved options and identify which changes require another owner’s approval.
Ask the candidate to lead a conversation about the request.
Evaluate the judgment
| Area | Evidence |
|---|---|
| Understanding | Asks what is driving each request |
| Prioritization | Identifies which needs matter most to the buyer |
| Options | Explores workable alternatives within the supplied scope |
| Authority | Distinguishes what can be agreed from what needs approval |
| Accuracy | Does not invent product or delivery commitments |
| Relationship | Remains clear and respectful under pressure |
| Documentation | Summarizes agreed and unresolved points separately |
The best answer may involve pausing to obtain information rather than reaching immediate agreement.
Introduce a boundary test
Have the buyer ask for a commitment outside the seller’s authority and imply that the opportunity will disappear otherwise.
Look for a calm explanation of the limit and a useful next step. The candidate should not treat a commercial deadline as permission to misrepresent the company’s position.
Ask for a written recap
The recap should identify what was agreed, what remains a proposal, and who will follow up. It should not imply that an unapproved concession is final.
Assess consistency between the spoken conversation and the written record.
Discuss past experience without private terms
Ask for a generalized example of a difficult negotiation and the candidate’s contribution. Focus on reasoning and learning rather than customer identity or confidential pricing.
Match the role
A seller handling standard offers may need different depth from someone navigating complex enterprise agreements. Set the exercise accordingly and involve qualified reviewers for specialized legal responsibilities.
Use the sales motion comparison and implementation handoff assessment. Discuss a GTM search with Refery.