The Negotiation Book: Your Definitive Guide To Successful Negotiating

4.4. 4. ASSERTIVENESS:

Tell them what you will do, not what you won't

The best way to predict the future is to create it.

Being in control of the negotiation primarily comes from being proactive, and demonstrating confidence from being prepared and having a well-defined strategy. Equally, it is about how you perform around the table.

The Complete Skilled Negotiator comes across as being firm and in control. Not obnoxious or disrespectful but simply able to say that which is necessary in an authoritative manner. The credibility this brings in itself attracts respect and suggests through the style of delivery validity of the proposal. This is not about being parental or patronising in your communication style, but simply confident in your assertions.

This can be a fine line to tread. As an assertive negotiator you need to facilitate the development of the agenda and set out your position, effectively creating an anchor from which the other party has to move you. You should focus on the deal and remain open about what is, as well as what is not, possible. Your motive for outlining to the other party the consequences of no agreement, whilst recognising your motive for doing so, is not to deadlock the deal, but to posture a position with assertion.

It is worth considering that the outcome of any negotiation can only be influenced by the proposals that you make. Therefore ensure that it is you who is making the proposals. As an assertive negotiator, you will not wait for the other party ...