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Negotiation & Assertiveness

Managers spend a significant proportion of their time negotiating with stakeholders. They thus need to know how to negotiate successfully. Basic negotiation skills include planning, knowing your opponent, and exploring options. Persuasion skills are a prerequisite for negotiation. Support your case by relying on precedent, quoting an authoritative source, or claiming it has been conceded to others in similar situations.

A good manager knows the difference between passive, aggressive and assertive behaviour. Passive people are submissive and taken for granted. Aggressive people get angry at the least provocation. Assertive people assert their rights while respecting the rights of others. They seek win-win solutions to conflict. Knowing when to be assertive is a vital skill for survival in management.

Negotiation & Assertiveness
Alternative name:
Samuel A. Malone
Publication Date:
Page (Chapter):
54 pages
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