The Art of Negotiation (Thomas Killman instrument)

There are two key factors to consider and weigh up when developing your negotiation strategy.

Level of Assertiveness - that is, how assertive we are going to be in negotiating the outcome; this is the level to which we are going to be task driven in achieving what we will later refer to as “our opening position” or our optimal negotiated outcome; and secondly

Level of cooperativeness - that is, how relationship focused we are in negotiating the outcome – this is the level to which we are going to focus on our, or possibly company’s relationship with person with whom we are negotiating.