Kelly is a lead negotiator preparing for a meeting with a supplier. Her approach is to appear “warm and tough.” Which of the following behaviours should Kelly exhibit?
“Warm and tough” means balancing firmness on issues with respect and empathy in style. Confidence and assertiveness maintain authority while preserving positive tone—ideal for collaborative negotiation.
[Reference:CIPS L5M15 –Influencing Behaviours in Negotiation: Warm vs Tough Styles., , ]
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