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.
Title: Negotiation & Assertiveness (People Skills for Managers)
Alternative name: การเจรจาต่อรองและการแสดงออกที่เหมาะสม (ทักษะคนสำหรับผู้จัดการ)
Author: Samuel A. Malone
Genre: Business
Page(Chapter): 54 pages
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Table of Content:

  1. Negotiation
    1. Basic Skills
    2. Negotiation Strategies 
    3. Persuasion 
    4. Negotiating Mistakes 
    5. Summary 
    6. Five Steps to Improve Your Negotiation Skills
  2. Assertiveness 
    1. Passive/Assertive/Aggressive
    2. My Bill of Rights 
    3. Famous Assertive People 
    4. Body Language 
    5. Techniques of Assertion 
    6. The TAILOR Model 
    7. Summary 
    8. Five Steps to Improving Your Assertiveness Skills 
  • Acknowledgements 
  • About the author 
  • References and bibliography 

Categories: All Business, Business


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