What do you do if assertiveness backfires during a negotiation?

2 Adjust Approach

If your assertive stance isn't working, it's time to adjust your approach. Consider adopting a more empathetic tone and actively listen to the other party's concerns. By showing that you value their input and are open to compromise, you can create a more conducive environment for negotiation. This doesn't mean abandoning your objectives but rather finding a balance between advocating for your interests and being receptive to alternative solutions that might also satisfy the other party's needs.

3 Seek Clarity

Sometimes assertiveness backfires because there's a misunderstanding. To avoid this, seek clarity by asking questions and encouraging the other party to elaborate on their points. This not only shows that you're actively engaged but also helps to uncover the root of any resistance. Clear communication can bridge gaps and reveal common ground, which is essential for moving the negotiation forward in a positive direction.

4 Offer Alternatives

When faced with resistance, offering alternatives can be an effective strategy. This demonstrates flexibility and a willingness to find a mutually beneficial solution. Presenting options shows that you're considerate of the other party's position and are working towards a win-win outcome. It's important to have these alternatives prepared in advance, so you can pivot smoothly if your initial assertiveness doesn't lead to the desired agreement.

5 Build Rapport

Building rapport is a strategic move when assertiveness backfires. Establishing a connection with the other negotiator can lead to a more amiable and cooperative exchange. Share personal anecdotes or find common interests that can break the ice and reduce tension. When people feel connected, they are more likely to work collaboratively and be open to finding compromise. Remember, negotiations are not just about the deal but also about the relationship between the parties involved.

6 Maintain Composure

Maintaining composure is key when your assertiveness in a negotiation doesn't pan out as planned. Keep your emotions in check and remain professional at all times. This will help you think clearly and respond appropriately to the situation. By staying calm, you signal to the other party that you are in control and dedicated to reaching a resolution, despite any setbacks. This can inspire confidence and respect, paving the way for more productive discussions.

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?