How do you use assertive communication to negotiate?

1 What is assertive communication?

Assertive communication is a style of communication that balances the rights and interests of both parties, without being passive or aggressive. It involves being clear, direct, and honest about what you want and need, while also listening and acknowledging the other person's perspective and concerns. Assertive communication helps you to avoid conflicts, build trust, and create win-win outcomes.

2 Why is assertive communication important for negotiation?

Assertive communication is important for negotiation because it helps you to establish your value, credibility, and authority, as well as to understand the vendor's needs and expectations. By communicating assertively, you can show that you are confident and professional, and that you respect the vendor as a partner. You can also avoid misunderstandings, miscommunication, and manipulation, and prevent the vendor from taking advantage of you or pushing you into a bad deal.

3 How do you prepare for assertive communication?

Before you start negotiating, you need to prepare for assertive communication by doing some research and planning. You should know your goals, priorities, and alternatives, as well as the vendor's background, reputation, and offer. You should also have a clear idea of what you are willing to compromise on and what you are not. You should practice your communication skills, such as active listening, asking open-ended questions, and using positive body language.

4 How do you communicate assertively during negotiation?

During the negotiation, it is important to communicate assertively by following some simple guidelines. You should express your needs, opinions, and feelings without blaming or accusing the vendor. Additionally, be sure to use facts and evidence to support your claims and requests without exaggerating or lying. It is also important to use polite and respectful language, tone, and gestures without being rude or sarcastic. Furthermore, use assertive words and phrases such as "I need", "I want", "I expect", "I propose", "I suggest", "I agree", or "I disagree" without being vague or tentative. Finally, use positive feedback and appreciation such as "I appreciate", "I value", "I respect", or "I understand" without being fake or flattering.

5 How do you handle challenges and objections?

Sometimes, you may face challenges and objections from the vendor, such as resistance, rejection, counteroffers, or criticism. To handle them assertively, you should acknowledge the vendor's point of view without agreeing or giving in. Ask for clarification or explanation without assuming or jumping to conclusions. Reframe the problem or issue without avoiding or ignoring it. Offer solutions or alternatives without imposing or demanding them. Lastly, seek common ground or mutual benefit without sacrificing or compromising your interests.

6 How do you close the negotiation assertively?

After you have reached an agreement or a deadlock, it is important to close the negotiation assertively by summarizing the main points and outcomes, confirming the details and terms, expressing your satisfaction and gratitude, and following up and delivering on your promises. Assertive communication is a powerful skill that can help you negotiate successfully and respectfully with vendors. With assertive communication, you can achieve your goals, build rapport, and create value for both parties.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?