Embrace assertive communication: Counter aggression and manipulation

Assertive communication blends self-affirmation with respect for others, a crucial skill in business. It empowers you to set boundaries, express yourself, and say “no” confidently. Assertivity is a soft skill in high demand among negotiators.

In the competitive landscape of global trade, the stake of assertiveness in export cannot be overstated, as it empowers businesses to confidently navigate international markets, protect their interests, and secure a larger share of the global marketplace.

5 key reasons why assertive communication is important in international negotiation

1. Preservation of Interests: Assertiveness ensures that each party can clearly articulate and safeguard its interests and objectives during negotiations, preventing the risk of undue compromise.
   
   
2. Effective Conflict Resolution: In international negotiations, conflicts and disagreements are inevitable. Assertive communication allows negotiators to address these conflicts constructively and work towards mutually acceptable solutions.
   
   
3. Building Trust: Assertive negotiators are viewed as confident and reliable counterparts, which fosters trust among parties involved in negotiations. Trust is a critical foundation for successful outcomes.
   
   
4. Cultural Sensitivity: Assertive communication enables negotiators to navigate cultural differences respectfully, avoiding overly aggressive or submissive behaviors that could lead to misunderstandings or offense.
   
   
5. Adaptability: International negotiations can be dynamic and subject to change. Assertiveness equips negotiators with the flexibility to adjust their approach in response to evolving circumstances and opportunities.

Becoming Assertive

• Recognize 4 communication attitudes: passivity, aggression, manipulation, and assertiveness.
  Avoid crossing your arms, fidgeting, looking away, or showing signs of tension or nervousness.
  Choose assertiveness for better problem-solving.
  
  
• Challenge negative thought patterns blocking assertiveness. Avoid blaming, accusing, or judging the other party. For example: “You are…”, “You should…”, “You always…”
  
  
• Prepare for crucial conversations, clarify your needs, and use clear language. Find a partner who can help you practice different scenarios of international negotiation. Use scripts on realistic situations.
  
  
• Communicate with “I” statements, maintain open body language, and seek common ground. “I feel…”, “I think…”, “I need…”, “I prefer…”.
  
  
• Overcome aggression, passivity and manipulation by focusing on assertiveness.

“Choose assertiveness for better problem-solving.”

Practical Application of Assertiveness

1. Saying NO:

• Avoid impulsive refusals; think before responding.
• Prepare well-reasoned explanations for your decisions.
• Distinguish between explanation and justification.
• Maintain open non-verbal communication and use silence effectively.

2. Expressing Disagreement:

• Clearly state disagreements and express doubts constructively.
• Use “I” statements to separate opinions from facts.
• Be open to changing your stance with new information.
• Provide reasons when disagreement aids progress.
• Acknowledge the other person’s perspective.

3. Offering Constructive Criticism:

• Prepare for ethical, non-confrontational criticism.
• Eliminate judgmental language and interpretations.
• Deliver negative feedback thoughtfully:
  • Choose the right moment and a private setting.
  • Avoid comparisons and irony.
  • Be concrete, precise, and factual.
• Seek paths for improvement together and conclude positively.

Scenario. Multicultural negotiation context, the importance of assertiveness

A multinational corporation is negotiating a joint venture with a company based in a culturally diverse region. The negotiation involves various stakeholders, each with their unique cultural norms and expectations. In this scenario, assertiveness plays a pivotal role.

An assertive negotiator from the multinational corporation can:

1. Clearly Define Objectives: Articulate the corporation’s objectives and expectations for the joint venture, ensuring that all parties have a comprehensive understanding of what is being sought.
   
   
2. Navigate Cultural Nuances: Acknowledge and respect the diverse cultural backgrounds of the negotiating parties. While being assertive, the negotiator can demonstrate cultural sensitivity by adapting communication styles and approaches as needed.
   
   
3. Resolve Disagreements: When cultural differences lead to disagreements or misunderstandings, an assertive negotiator can address these issues openly and constructively, seeking resolutions that align with the shared goals of the negotiation.
   
   
4. Protect Interests: Assertiveness ensures that the corporation’s interests and priorities are safeguarded, preventing any undue concessions or unfavorable terms that may result from passive or overly submissive behavior.
   
   
5. Build Trust: By maintaining a balanced and confident approach, the negotiator can build trust with counterparts from different cultural backgrounds, fostering a positive negotiation environment.

Examples for assertive communication in international negotiation :

• French to Chinese negotiator : “I appreciate your offer, but I cannot accept it as it is. It is too high for our budget and it does not reflect the market value of the product. I would like to propose a more reasonable price that is fair for both of us.”
  
  
• Japanese to Indian negotiator : “I am sorry to say that I am not satisfied with the service you have delivered. There were many errors and delays that caused us problems. I expect you to improve your performance and meet the standards we agreed upon. How can we work together to solve these issues?”
  
  
• Brazilian to German negotiator : “Thank you for your interest, but I cannot accept your request. I have other priorities and commitments that I need to focus on. I hope you understand and respect my decision.”

In multicultural negotiation contexts, assertiveness helps bridge cultural gaps, promote effective communication, and ultimately, achieve a mutually beneficial joint venture agreement that respects the interests and values of all parties involved, while open communication and mutual respect guide you through the complexities of interactions with grace and effectiveness.

In summary, Assertive export strategies

• Embrace Assertive Communication:
  • Vital for global business success, enabling clear expression, boundary-setting, and confident decision-making.
    
    
• Why Assertiveness Matters in International Negotiation:
  • Protects interests and prevents undue compromise.
  • Resolves conflicts constructively, building trust.
  • Respects cultural differences and fosters adaptability.
    
    
• Becoming Assertive in Negotiation:
  • Recognize communication attitudes, prioritize assertiveness.
  • Challenge negative thought patterns.
  • Prepare, communicate clearly, and seek common ground.
    
    
• Practical Application:
  • Saying NO:
    • Avoid impulsive refusals, explain decisions clearly.
  • Expressing Disagreement:
    • Clearly state disagreements, remain open to change.
  • Offering Constructive Criticism:
    • Prepare for ethical criticism, deliver feedback thoughtfully.
      
      
• Multicultural Negotiation:
  • Assertiveness bridges cultural gaps, fosters mutual respect, and leads to mutually beneficial agreements, preserving diverse values.

“Assertiveness is not what you do, it’s who you are.”

Shakti Gawain