Tight deadlines. Vendor tensions. How do you balance firmness and flexibility?
Firmness vs. flexibility as opposites on a spectrum only represents one axis. But it often gets confused with another dimension entirely: appreciation.
👉 Being firm doesn’t mean being rude.
👉 Being respectful doesn’t mean being soft.
The key lies in shifting focus — away from positions, toward interests — and separating the people from the issues.
- Why do you feel the need to stand firm on certain points?
- What would it take to yield, trade concessions, or compromise?
- What pressures or challenges might the other side be facing?
- What else could help them meet your goal?
When you understand what’s shaping both sides, new pathways emerge. Creative solutions that serve both sides’ interests become far more likely.
That’s when flexibility becomes strategic — and firmness becomes credible.
💬 Curious how this matrix applies to your negotiations? Drop a comment or message us directly.