Chapter 6. The Importance of Assertiveness

Conflict is present or potentially present in most negotiations. The previous chapter explained generic strategies you can adopt to deal with conflict. This one moves down to the personal level, to what you can do to be more successful in conflicted situations, especially when you must deal with difficult people. The first step is to learn to be more assertive.

People characteristically deal with others by assuming one of the four roles described in Figure 6–1: the Passive Wimp, the Manipulative Weasel, the Win-Win Team Player, and the Bully. These ways of dealing with others fall between the extremes of passivity and aggression. People who adopt the first approach, the Passive Wimp, are likely to end ...

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