Strong negotiators prepare the context, listen to understand the other side and speak clearly and assertively. This post gives you a context checklist and two communication techniques you can use in your next negotiation.
Learn these skills in the course Negotiation Skills (BL-NS), modules 1 to 3.
Who This Is For
Managers and staff who negotiate contracts, partnerships or sales, and anyone who settles schedules or disputes at work.
Start With the Basics
- Listen actively to understand the other party’s view.
- Be firm, but not aggressive.
- Aim for an outcome both sides can accept.
- Manage your own emotions and read the other party’s, so you know when to push and when to give.
Analyse the Negotiation Context
Before you meet, write down:
- The main issues
- The parties involved
- What each party wants
- The emotional context of each party
- Outside factors that can affect the negotiation
With the goals, interests and setting clear, look at who holds power. Then choose the strategy that gives you the best chance.
Techniques for Clear and Assertive Communication
| Technique | What It Means | How to Use It |
|---|---|---|
| Clear communication | Your message is understood without doubt or confusion | State one point at a time. Check that the other party heard it as you meant it. |
| Assertive communication | You state your thoughts and needs with confidence and respect | Say what you need in plain words. Do not attack, and do not give in to avoid conflict. |
Common Mistakes to Avoid
- Meeting without a written context analysis.
- Talking more than you listen in the first meeting.
- Mixing assertive with aggressive. Keep the respect in the words you use.
Try It This Week
Take one negotiation you have this month. Fill in the five context points. Share them with a colleague before the meeting.
Frequently Asked Questions
What is active listening in a negotiation?
You listen to understand, not to reply. You repeat the key point back in your own words before you answer.
How is assertive different from aggressive?
Assertive states your needs and respects the other party. Aggressive pushes your needs over theirs.
Next Step
Read the full outline of Negotiation Skills (BL-NS). Public classes: 23 and 24 November 2026; 9 and 10 December 2026. All dates are on the Training Calendar. For a group from your company, get a quote for in-house training. More Work Tips are in the skill area Communication. Read also:
