How to Balance Assertiveness and Empathy in Negotiations
Whether you are negotiating a higher salary with your employers or settling a dispute with a client, the ability to negotiate effectively is a valuable skill that can help you achieve your professional goals. In order to be a successful negotiator, it is important to find the right balance between being assertive and advocating for your own interests, while also demonstrating empathy and understanding the needs of the other person. Finding the perfect balance between these two can be a challenging task in negotiation, but it is also necessary for achieving a mutually beneficial outcome. Here are some tips on how to strike the right balance between being assertive and showing empathy.
1. Define Your Goals and Boundaries
Before entering into a negotiation, take the time to clarify what is most important to you and what you want to achieve. You also need to have a clear understanding of what you are willing to accept or reject. This will help you be more assertive and confident in expressing your position and priorities.
2. Listen Actively and Empathetically
One of the most important, yet often overlooked skills in negotiation is listening. Active listening means paying close attention to what the other person is saying, asking questions, and reflecting on what you hear. This demonstrates a genuine interest in the other person and shows that you are willing to consider their point of view. This helps to build trust and rapport with the other party which, in turn, will make it easier to find common ground.
3. Communicate Assertively and Respectfully
The way in which you communicate with the other party can make a big difference in how they perceive you. You want to clearly and confidently communicate your own needs, while also respecting the other party. Be honest and direct about your priorities and also remember to acknowledge and recognize the other party’s efforts.
4. Use “I” Statements
You want to use “I” statements to express your feelings and opinions. This allows you to take ownership of your own thoughts instead of placing blame on others. For example, instead of saying, “You are not listening to me, you can say “I feel unheard when you interrupt me.” This helps to prevent the other party from feeling attacked and helps to facilitate open communication.
5. Seek Win-Win Solutions
A negotiation should not end with a winner and a loser. Rather, it is a collaborative process where both parties should strive to find mutually beneficial solutions. Look for creative ways to address each other’s concerns and find solutions that meet both of your needs and interests. This collaborative approach leads to a better outcome and a stronger working relationship.
Finding the right balance between assertiveness and empathy in negotiations is a skill that requires practice and self-awareness. At Bold New Directions we offer a variety of negotiation training programs that can strengthen your team’s ability to successfully complete workplace negotiations. Call today or sign up for one of our training courses and learn how to become a more effective negotiator.