What are the main personality types and how should I deal with them?

This is a common question. Many opinions have been published, claiming to categorize people into personality “types.” Similarly, many self-assessments have been developed (and sold), claiming to help you understand your personality type. The Alignor interest-based approach to negotiation does not claim to have any such insights. You may have experienced negotiations and situations in […]

What are the possible costs of not being assertive?

There are many posssible costs of not being assertive. Perhaps the most important potential cost is the damage to your self-esteem when you continually choose not to be assertive, even when you know things are not right. If you continually fail to be assertive in those situations, you may come to feel that you lack […]

What are the possible benefits of not being assertive?

There can be benefits to not being assertive, particularly when you have seen other people be punished for being assertive. For example, when you have a tyrannical, ego-driven leader who unfairly blames people when they point out problems or raise questions, it can make sense to keep a low profile and not be assertive. Similarly, […]

What are the possible costs of being assertive?

There can be costs to being assertive. One is that your peers and colleagues may feel you cross the line from being appropriately assertive to being too pushy or aggressive. They may feel that you are not collaborative enough, that you are pushing your own agenda, or that you are trying to stand out at […]

What are the possible benefits of being assertive?

There are many possible benefits from being assertive. Perhaps most important, you will feel that you are acting to take charge of things, rather than being a passive recipient of what other people may choose to do to you. In addition, you are likely to be perceived by others as a confident person when you […]

Once a negotiation is resolved, what should I do with my data?

Once a negotiation is over, you should consider archiving the data so that you can access it as needed in the future. Some ways you might use the data in the future include: 1) reviewing negotiation outcomes against prior assumptions and objectives; 2) keeping track of best practices (things that have worked particularly well in […]

How should I use the data I have generated?

The data you generate in the 3-step model can be used in a number of ways before, during and after a negotiation. Before a negotiation, you can use stakeholder Interest Charts to map out talking points with internal and external stakeholders. You can also generate your realistic best case package of actions and bottom line […]

How is Alignor’s 3-step model different from win-win?

Let’s face it, “win-win” sounds great in theory. I mean, wouldn’t it be wonderful if every interaction we had with other people fully and equally met each of our needs? But that is not the real world. So when we say, “win-win,” we are not being precise. This lack of precision can cause misunderstandings and […]

Why is stakeholder needs analysis so effective?

Simply put, stakeholder needs analysis works because people make decisions based on: 1) their perception of their needs; and 2) how their needs will be affected by various possible collaboration options and alternatives. If you understand the needs of other stakeholders (including some needs other stakeholders themselves may not have considered), you maximize your ability […]