Assertive behaviour is more than a set of techniques.
It is an attitude and a belief system about how you want to be treated and how you want to treat others.
A few years ago we were invited by the MD of a sales-focused engineering company to spend a day with his senior team to talk about the “culture” of the company. There was growing evidence that an aggressive approach to winning business was beginning to falter, with revenues declining.
Everything went well on the first morning. We covered a number of techniques they believed to be useful and then we began to explore the fundamentals of “win-win.”
It was easy to see why the company had an aggressive model, which was often stimulated by the MD himself. To give him credit he sat ...