How do you balance assertiveness and cooperativeness in a negotiation?

Often people who need to cooperate share a common organizational interest. My interest is often to advance an organization that has hired me. However, I may have a conflict with someone on that organization's team. By asking myself, what is best for the organization, I can check my ego and rationalize taking a different position. I can allow myself to take a position against what is best for me in the short term because it will be best for the organization. Simultaneously, I can use the best interests of the organization as grounds to seek clarification on the other person's position. If there solution is not as aligned with the organizational goals, I know to be more assertive.

Using B.A.N.K. language, we can start by acknowledging the importance of negotiation for small business owners, which is highlighted in this article. We can then focus on the individual needs and interests of the parties involved and adapt our communication style accordingly. By using B.A.N.K. personality types, we can identify how the other party prefers to communicate and tailor our approach to their style. For example, if they have a dominant personality type, we can use assertive language to show confidence and stand our ground in negotiations without sounding overbearing. On the other hand, if they have a nurturing personality type, we can use cooperative language to emphasize our shared goals and find mutually beneficial solutions.

The most effective negotiators are able to strike a balance between assertiveness and cooperativeness by using a variety of techniques such as active listening, empathy, and collaboration. They assert their position firmly but respectfully, while also being open to the other party's perspective and working to find mutually acceptable solutions. They may also use strategic concessions or trade-offs to build trust and reach a mutually beneficial outcome.

The results of prior negotiations may have an impact on current negotiations. Both parties want to take away something positive. Having noted this, one must play to his/her company's strength. It is possible that each party may have a potential client waiting; in this negotiation fails, the waiting clients' come into play. Using the last negotiation as a guideline where you know the costs and terms. If nothing has been added, eliminated or changed, this is a good starting point for discussing the new contract. Honesty and respect are extremely important. Face to face contact will let you see the reaction of the other party when you are discussing terms, conditions and points. The discussion should provide a win for each party.