Standing Your Ground When Negotiating: A Guide for Introverted Entrepreneurs

This blog post will empower you to realise your full potential by providing guidance on how to assert yourself during negotiations.

What Makes It Obvious That You’re Not Asserting Yourself?

Identifying these non-asserting patterns is the initial and essential part of the process, as it paves the way for meaningful change.

It's important to remember that change doesn't happen overnight, so be patient with yourself. We're not expecting a complete transformation after reading this, but rather an initial insight into your behaviour. Let's explore the signs that indicate you might not be asserting yourself effectively:

Frequent Agreement

In an entrepreneurial negotiation, frequent agreement without expressing differing views may lead to accepting unfavourable terms from investors, partners, or clients. Entrepreneurs should assert their interests and negotiate equitable deals.

Avoidance of Confrontation

Shying away from addressing contentious issues, such as disputes with a co-founder or disagreements with a client, can hinder the resolution of critical business issues. Entrepreneurs need to confront these challenges assertively to ensure the growth and success of their ventures.

Lack of Initiative

Waiting for investors or partners to take the lead in business decisions may lead to a lack of control over the company's direction. Entrepreneurs should actively participate and assert their vision for the business.

Failure to Express Needs

Entrepreneurs who fail to articulate their business needs or expectations may end up with service providers or suppliers who don't meet their requirements. Assertiveness is key in ensuring that your business gets what it needs to thrive.

Over-Accommodation

Over-accommodating investors or collaborators might lead to unfavourable terms or inequitable resource allocation. Entrepreneurs must strike a balance between cooperation and ensuring their venture's interests are protected.

Inconsistency in Communication

Sending mixed signals to employees or team members about your business objectives can lead to misunderstandings and conflicts. Consistent and assertive communication is crucial to convey your vision and objectives clearly.

How Can You Recognise Your Triggers?

The next crucial step is recognising the triggers that might impede your assertiveness. This is an essential aspect of developing emotional intelligence and personal growth. Understanding and identifying your triggers not only empowers you to manage your emotions but also enhances your capacity for effective communication. It fosters healthier relationships, reduces stress, and contributes to overall well-being. Here's what you need to know:

Triggers Stemming from the Other Party

- Aggressiveness

When the other party adopts an aggressive or domineering communication style, as an introvert, you may withdraw or hesitate to assert yourself, fearing confrontation.

- Overpowering Presence

An overly extroverted or dominant individual can make it difficult for you to assert your opinions or needs.

- Interruption

Being frequently interrupted or talked over by the other party can discourage you from assertive communication.

- Fast-Paced Dialogue

Rapid-fire discussions with little opportunity for you to gather your thoughts can hinder your ability to assert yourself effectively.

Environmental Triggers

- High Stakes Situation

When the negotiation or business decision carries significant consequences, you may experience added pressure and hesitancy to assert yourself.

- Overwhelming Environment

As an introvert, you might find it challenging to assert yourself in chaotic or noisy business environments, such as crowded conferences or networking events.

Solutions for Triggers Stemming from Negotiating Partner

Set Boundaries

Politely but firmly set boundaries for the conversation. Let the other party know that interruptions or dominating behaviour are not conducive to productive negotiations.

For example, if someone is interrupting you, you can say “I appreciate your insights. Let's make sure we hear each other out fully before moving on.”

Anticipate

Thoroughly prepare for the negotiation. Anticipate potential aggressive or dominating behaviours and outline your key points and objectives in advance.

For example, if someone is being aggressive, you can say:

“I appreciate your enthusiasm for this discussion. Let's work together to find common ground that benefits both parties."

If you feel they are being too aggressive still, you can go with this:

“I prefer a more collaborative approach. Can we tone down the intensity and explore this issue constructively?"

Maintain Your Composure

Stay calm and composed, even in the face of aggression or an overpowering presence. Take deep breaths and remind yourself of your prepared points. In the presence of judgment or criticism, don't rush to respond. Take a moment of silence to gather your thoughts and respond thoughtfully which gets us to our next point. Body language is essential since it allows you to build rapport with the other party.

To maintain calm and composure, even in the face of aggression, you can practice deep breathing techniques like inhaling for a count of four, holding for four, and exhaling for four. For example, in response to an aggressive comment, you might take a deep breath, pause, and then calmly say, "I appreciate your input, and I'd like to address your concerns thoughtfully." This approach helps maintain professionalism and ensures a composed response.

Pause and Reflect When Needed

If faced with fast-paced dialogue, don't be afraid to request a brief pause to gather your thoughts. This demonstrates your commitment to the discussion's quality.

Pausing and reflecting serve as valuable tools for effective and strategic communication in negotiations, enabling you to assert yourself confidently while maintaining clarity and professionalism.

You can say, "May I take a moment to consider this?" or "I'd like to reflect on your proposal briefly before responding." This allows you to pause, gather your thoughts, and respond thoughtfully in fast-paced discussions or negotiations.

Selective Engagement

In chaotic business environments, prioritise your interactions. Identify key individuals or opportunities that align with your goals and focus your assertiveness on those areas.

Practice

Consider role-playing or mock negotiations to simulate high-pressure scenarios. This practice can desensitise you to the pressure and improve your ability to assert yourself.

Develop Mental Resilience

Develop mental resilience by using techniques like mindfulness and deep breathing to stay calm under pressure. Remind yourself that you have prepared and can handle the situation.

Introverted entrepreneurs can navigate negotiations successfully by recognising, understanding, and addressing the challenges they may face. With self-awareness and effective strategies, you can assert yourself confidently and achieve your business goals.

So, embrace yourself, acknowledge your unique strengths and traits, and embark on your entrepreneurial journey with the confidence that effective negotiation is a skill that can be mastered, regardless of your introverted nature. Success is well within your reach.

If you’d like to defy cultural norms and leverage your strengths as an introverted negotiator, you can enrol in our negotiation course. You can unlock your highest potential as an introvert, you can do this by learning how to manage your strengths, we suggest you try out our introverted entrepreneur programme.