The negotiation process is integrated in every aspect of life, especially business, so the application of negotiation skills is key to achieving results. In the area of the IT sector, the supply of jobs is growing significantly, while the number of qualified professionals is decreasing. Globalization enables the opening of new markets and new opportunities for highly educated professionals in the field of information technology (IT), and thus their bargaining power, in relation to employers, grows. This thesis presents a study conducted by observing 43 candidates during selection interviews, in a selected company from the IT industry. The aim of the research was to establish the specifics of the application of negotiation skills before and during the selection interview. The data were analyzed by the method of content analysis, which were then classified and included in individual categories. The research showed that younger candidates have developed negotiation skills and show a high level of readiness for the negotiation process. The analyzed data also indicate the readiness of candidates to negotiate salary and working conditions at the very beginning of the selection process, which is not in line with the knowledge gained from the secondary analysis of professional and scientific literature.