team technology
What is assertiveness'

How To Be More Assertive

What is
assertiveness'

Four styles

Rights and
responsibilities

Positive beliefs

Being direct

Expressing
disagreement constructively

Managing the other
person's behaviour
by enforcing
a process

Building rapport

Focusing on facts

Focusing on
consequences

Stopping put-down
behaviour

Text Book Techniques

Personal
action planning

Four Styles

How To Be More Assertive: Part 2

In Game Theory, there are four basic styles that you can use when interacting with other people, depending on whether you are working to get what you and the other person want:

You get
what you want
Concede Negotiate
You don't get
what you want
Withdraw Demand
SITUATIONAL TACTICS I don't get
what I want
I get
what I want

So, for example, to "concede" means "I don't get what I want, but you get what you want". That is, if you concede then you are saying "you win, I lose".

These are called "situational tactics" because they are behaviours that you can use in different situations. In fact, depending on the situation, there are times when it is appropriate to each of these.

Incidentally, there is an approach that could be considered to be another tactic - to compromise. However, this tactic forms part of the negotiation process.

Questions

1. Think of some examples of situations when it might be best or appropriate to use each of these tactics - try to think of two scenarios for each:

Negotiate




Concede




Demand




Withdraw




2. How do you feel about using each of these tactics personally' If it helps, think of situations when you have behaved in this way, and recall how you felt at the time:

Negotiate




Concede




Demand




Withdraw




3. Finally, how do you feel when someone else uses these tactics with you' Again, if it helps, think of situations when someone has behaved in this way and recall your reaction and feelings:

Negotiate




Concede




Demand




Withdraw






How To Be More Assertive:
Part 2 continued