How to deal with an Assertive

Question 1

How do assertive see themselves?

Answer 1

Honest, Logical, Direct

Question 2

How are Assertives seen by others?

Answer 2

Emotional, Aggressive, Harsh

Question 3

Honest, Logical, Direct

Answer 3

How do assertive see themselves?

Question 4

Emotional, Aggressive, Harsh

Answer 4

How are they seen by others?

Question 5

Cares About:

Answer 5

† Being heard.

I know that things have to be hard on you right now. Lots of people are asking lots of things of you there are lots of moving parts and you’re wondering what’s going to be most appropriate for you to continue to take care of Jim’s legacy

Question 6

Negotiation Mindset

Answer 6

† Time = money.

† Silence = opportunity to speak more

Question 7

Characteristics

Answer 7

† Perfecting the solution is less
important than getting it done
† Loves winning above all else
† Most likely to get tunnel-vision
• If you focus on one goal, you miss
opportunities to explore options
• Emotions can cloud decisionmaking faculties
† View negotiations as intellectual sparring
† Focus first on what they have to
say. They’ll only listen if they’re
convinced you understand them

Question 8

Tools to Use:

Answer 8

Mirrors
† Calibrated questions
† Labels
† Summaries
† Get a that’s right

Question 9

Views on Reciprocity:

Answer 9

† Giving: Give them an inch,
and they’ll take a mile
† Receiving: If they give up something,
they are counting the seconds until they
get something of equal or more value

You’ve given me a lot of leeway and I feel like I can continue to repay you for that from a position of more profit,

Question 10

How to Get Them Back:

Answer 10

† Any invitation to re-engage
Worst-Type Match:
† Analyst

Question 11

I want to help you win

Answer 11

I want to help you win

Question 12

Assertives will only listen in the event that they feel understood

Question 13

Tools to Use 
Mirrors 
Calibrated questions
Label
Summaries

Answer 13

Tools to Use 
Mirrors 
Calibrated questions
Label
Summaries