Four Primary Negotiating Behaviors - Key Concepts in Negotiation

The video discusses four primary negotiation behaviours: assertive, aggressive, passive, and passive-aggressive. Assertive behaviour is recommended for high-integrity negotiations, as it balances personal needs with those of others, promoting respect and collaboration. Aggressive behaviour focuses on winning at any cost, often leading to negative consequences. Passive behaviour avoids conflict but can result in poor outcomes. Passive-aggressive behaviour disguises aggression as passivity, often leading to deceit and manipulation. The video emphasizes the importance of assertive behaviour for successful negotiations.

Why is it important to say 'no' in negotiations?

What is passive-aggressive behaviour and how can it be recognized?

What are the key elements of high integrity negotiation?