Predicting negotiation skills

The purpose of this study was to validate a selection process that was designed to predict negotiation skills for a telephone collections job. First, a job analysis was performed (n=343) to identify the major functions and behavioral requirements of the job. Next, the test, a situational judgment inventory, was developed, and a concurrent criterion related validation study was completed (n=249). The criterion measures were supervisory ratings of performance. Validity coefficients ranged from r=.41 (p<.001) to r=.45 (p<.001). In conclusion, the situational judgment inventory was found an effective vehicle for measuring telephone negotiation skills.