THE NEGOTIATOR'S ASSERTIVENESS

1. Avoid the two pitfalls of stress and withdrawal
about you

• The four human behaviours
• Passivity and non-commitment
• Submitting to my interlocutor
• Withdrawal and its consequences
• Stress, mechanisms and repetition

2. Designing and preparing my communications 

• Defining objectives
• Preparing my strategy: arguments and messages
• The distinction between objective facts and value judgements
• Expressing my feelings, constraints and preferences

3. Develop my potential to take the initiative

• The evils of submissive communication
• The transition from reproach to the expression of an expectation: the "I" message
• Tools for rebuilding relationships
• Establishing an adult-adult relationship

4. Creating a climate of listening and cooperation

• Active listening tools
• Assertive and decisive questioning
• Asserting my interests while taking into account the interests of others
• Formulating an acceptable request

5. Respond calmly to unsettling questions

• The balance of power, the interruptions, the sniping
• Aggressive reactions
• The rules of cooperative debate
• The distinction between problem and person

6. Changing the position of the person I am talking to

• Asserting my interests while taking account of the interests of others
• Formulate an acceptable request, without provocation or threats
• The invitation to say "yes", the openness to a negotiated solution acceptable to my mutual interests