Interpersonal Effectiveness & Communication Skill

Assertive Communication

Assertive Communication means expressing your thoughts, feelings, needs, preferences, requests, or limits clearly while also respecting the other person. Assertiveness is not about winning, controlling someone, or avoiding all conflict. It is about giving your own perspective an appropriate place in the conversation without treating the other person's perspective as unimportant.

What Is Assertive Communication?

Assertive Communication means communicating honestly and directly while respecting both:

yourself

and:

the other person.

It can include:

  • Expressing an opinion
  • Saying how something affected you
  • Asking for what you want
  • Asking for help
  • Saying no
  • Setting a limit
  • Addressing a problem
  • Disagreeing respectfully
  • Clarifying a misunderstanding

The goal is not:

“How do I make this person do what I want?”

A more useful question is:

“How can I communicate my position clearly while treating both of us with respect?”

How This Relates to DBT

Assertive Communication Is Not a Separate Formal DBT Acronym

Assertiveness is a broader communication skill.

DBT includes assertiveness within its interpersonal effectiveness skills, especially when the goal is to:

  • Ask for something
  • Say no
  • Address a conflict
  • Have your rights respected
  • Get your point of view taken seriously
DEAR MAN Is the More Structured DBT Version

DEAR MAN provides a step-by-step DBT strategy for pursuing an interpersonal objective.

Assertive Communication is broader and can be used in everyday interactions that do not require the full DEAR MAN structure.

For example:

“Could you please text me if you're going to be late?”

may be all that is needed.

Try This Now

Situation → Your Experience → What You Need → Say It Clearly

  1. Name the situation:
    What specifically happened or needs to be addressed?
  2. Name your experience:
    What do you think, feel, want, or need?
  3. Decide what you want to communicate:
    A request? A no? An opinion? A limit?
  4. Say it clearly:
    Use specific, direct, respectful language.
  5. Allow a response:
    Assertiveness gives you a voice. It does not give you control over the other person's answer.

For example:

Instead of:

“Whatever. It's fine.”

when it is not fine, try:

“I was frustrated when the plan changed and I didn't know about it. Next time, please let me know before the change is made.”

Passive, Aggressive, and Assertive Communication

Passive Communication

Passive communication often involves minimizing or hiding your own needs, opinions, or limits.

Examples:

“Whatever you want.”

even though you strongly disagree.

Or:

“Sure, I can do that.”

when you already know you do not have capacity.

Being flexible or choosing not to address every issue is not automatically passive.

The concern is when you repeatedly silence yourself even when speaking up would be appropriate.

Aggressive Communication

Aggressive communication prioritizes your position by disrespecting, intimidating, controlling, or attacking the other person.

Examples might include:

  • Insults
  • Threats
  • Shouting to overpower someone
  • Humiliation
  • Refusing to let the other person speak
  • Trying to force compliance

Being firm, angry, or unwilling to compromise is not automatically aggressive.

You can be very clear without attacking another person.

Assertive Communication

Assertive communication says:

“My needs and perspective matter, and yours matter too.”

It may sound like:

“I can't take on another project this week. I can help next week, or we can discuss which current task should move.”

The message is:

  • Clear
  • Specific
  • Respectful
  • Direct

Treat Both People as Important

Your Needs Do Not Automatically Come Last

Assertiveness can involve recognizing:

“The other person's needs matter, but mine do too.”

You do not always need a special justification for having:

  • A preference
  • An opinion
  • A limit
  • A request
Assertiveness Does Not Make Your Needs Automatically More Important Either

Assertive Communication is not:

“I said what I want, so you have to do it.”

The other person may have:

  • Different needs
  • Different preferences
  • Different limits
  • The right to say no

Sometimes the next skill is Negotiation.

Be Specific About the Situation

Focus on the Behavior or Situation

Compare:

“You're completely unreliable.”

with:

“We agreed you would call by six, and I didn't hear from you until nine.”

The second statement gives both people something concrete to discuss.

Avoid Turning One Behavior Into a Character Judgment

Instead of:

“You're selfish.”

try describing what happened:

“When the decision was made without asking me, I felt left out.”

Specific behavior is usually easier to address than a global label.

Say What You Mean Clearly

Do Not Make the Other Person Guess

If you want someone to call you, asking:

“Could you call me tonight?”

is clearer than:

“I guess I'll just be sitting around tonight.”

The second statement may contain a request, but the other person has to infer it.

Direct Does Not Mean Harsh

You can say:

“No, I'm not available Saturday.”

without:

  • Insulting the person
  • Explaining for ten minutes
  • Apologizing repeatedly
  • Becoming hostile

Clear language can also be polite language.

Speak From Your Own Perspective

“I” Language Can Help

Instead of:

“You never listen.”

you might say:

“I feel dismissed when I'm interrupted before I finish.”

This describes:

  • Your experience
  • The specific behavior

rather than defining the other person's whole character.

Starting With “I” Does Not Automatically Make a Statement Assertive

For example:

“I feel like you're an inconsiderate jerk.”

still functions mainly as an attack.

Focus instead on:

  • What happened
  • Your actual emotion or experience
  • What you want or need

The separate “I” Statements skill goes into this in more detail.

Name Your Feelings When They Are Relevant

Emotions Can Provide Useful Information About Your Experience

You might say:

“I felt embarrassed when that was brought up in front of everyone.”

Or:

“I'm frustrated that the deadline changed again.”

You are communicating your experience rather than requiring the other person to agree with it.

You Do Not Need to Disclose Every Feeling

Assertiveness does not require maximum vulnerability.

In some situations, it may be enough to say:

“I'm not comfortable discussing that.”

You decide how much personal information is appropriate to share.

Make Requests Directly

Say What You Would Like to Happen

Instead of only saying:

“I'm overwhelmed with everything that needs to get done.”

add:

“Could you handle dinner tonight?”

A specific request gives the other person something they can actually respond to.

Requests Are Not Commands

A genuine request leaves room for:

  • Yes
  • No
  • Not now
  • A different proposal

If only one answer is permitted, the interaction may not really be a request.

Say No Clearly When You Mean No

A Clear No Can Be Respectful

Examples:

“No, I'm not able to do that.”

“I can't take on another shift this week.”

“I'm not comfortable lending money.”

You do not automatically owe a long explanation.

Avoid Saying Maybe When You Already Mean No

Responses such as:

“Um... maybe. I'll see.”

can create confusion when you already know your answer is no.

If you truly need time to decide, say:

“I need to check before I answer. I'll let you know tomorrow.”

No Does Not Always Need an Alternative

Sometimes you may want to offer:

“I can't do Saturday, but Sunday works.”

Other times:

“No, I'm not able to do that.”

is enough.

Communicate Limits Clearly

A Limit Says What You Will or Will Not Participate In

For example:

“I'm willing to talk about what happened. I'm not willing to continue while we're yelling at each other.”

Or:

“I don't discuss my medical information at work.”

Assertiveness Communicates the Limit; Boundaries Go Further

Assertive Communication helps you state:

what your limit is.

Setting Boundaries also involves deciding:

what you will do if the situation continues.

The skills overlap, but Setting Boundaries will focus more deeply on that process.

Match Your Tone to the Message

Clear and Firm Can Still Be Calm

When possible, speak in a way that makes the message easier to hear.

Aim for:

  • An understandable volume
  • A reasonably steady pace
  • A firm rather than threatening tone

You do not need to sound cheerful.

You can be:

serious, disappointed, or angry

and still communicate assertively.

Assertiveness Does Not Require Perfect Calm

You may:

  • Have a shaky voice
  • Feel nervous
  • Become emotional
  • Need to pause

and still communicate your message assertively.

The skill is not:

“Look completely confident.”

It is:

“Communicate clearly despite some discomfort.”

Let Your Nonverbal Communication Support the Message

Notice Whether Your Body and Words Are Sending Different Messages

If you say:

“No, I can't do that.”

while laughing nervously and immediately backing away from the statement, the other person may be unsure how definite the answer is.

Try to let your:

  • Tone
  • Volume
  • Posture
  • Words

communicate roughly the same message.

Eye Contact Is Not a Requirement for Assertiveness

Some communication guides recommend eye contact as one way to signal confidence and attention.

But people differ in eye-contact comfort because of:

  • Culture
  • Neurodivergence
  • Anxiety
  • Personal communication style

Assertiveness is about communicating your position clearly, not performing one specific body-language style.

Notice Unnecessary Apologizing

Apologize When an Apology Is Appropriate

If you hurt someone, made a mistake, or caused a problem, an apology may be appropriate.

Assertiveness does not mean refusing to apologize.

You Do Not Need to Apologize Merely for Having a Need

Compare:

“I'm so sorry. I know I'm being difficult, and I hate to bother you, and it's probably unreasonable, but could you maybe turn the music down?”

with:

“Could you turn the music down a little? I'm trying to sleep.”

A reasonable request does not necessarily require apologizing for making it.

You Do Not Always Need to Overexplain

A Clear Message May Be Short

You might say:

“I can't stay late today. I have another commitment.”

You do not necessarily need to provide:

  • Every detail
  • A defense of why the commitment matters
  • Proof that your reason is good enough
Context Can Still Be Helpful

The goal is not to become secretive or abrupt.

Explain enough to make the situation understandable when appropriate.

Ask:

“What information is actually useful here?”

Repeat Your Position When Necessary

You Do Not Need a New Argument Every Time Someone Pushes Back

Suppose you say:

“I'm not able to lend money.”

and the person continues:

“But I really need it.”

You may respond:

“I understand, and I'm still not able to lend money.”

Calm repetition can be more effective than inventing increasingly complicated explanations.

Persistence Is Different From Escalation

You can repeat:

the same clear message

without:

  • Becoming louder
  • Adding insults
  • Threatening
  • Turning the interaction into a fight

DBT's DEAR MAN skill includes a similar emphasis on staying focused on your objective.

Assertive Communication Includes Listening

Being Assertive Does Not Mean Doing All the Talking

After stating your position, listen to:

  • The other person's response
  • Their concerns
  • Information you may not have known
  • Alternative solutions

Active Listening and Reflective Listening can help.

Listening Does Not Erase Your Position

You can say:

“I understand why you want me to do it. I'm still not able to.”

Understanding someone else's perspective does not require abandoning yours.

Validate Without Giving Up Your Position

Acknowledge What Makes Sense

For example:

“I understand why you're disappointed. You were counting on me.”

Then:

“I still can't make it tonight.”

Validation and assertiveness can work together.

Understanding Is Not Compliance

You can understand:

why another person wants something

without concluding:

therefore I must give it to them.

Disagree Without Making the Person the Problem

State the Difference Clearly

You can say:

“I don't agree with that decision.”

or:

“I see that differently.”

You do not need to turn disagreement into:

“You're an idiot for thinking that.”

Two People Can Leave the Conversation Disagreeing

Assertive Communication does not guarantee consensus.

Sometimes the outcome is:

“We understand each other's position better, and we still disagree.”

That can still be a successful communication outcome.

Assertiveness Does Not Guarantee You Will Get What You Want

Clear Communication Improves the Request, Not Your Control Over the Answer

You can make a reasonable, clear, respectful request and still hear:

“No.”

This does not mean you communicated incorrectly.

Other people retain their own choices.

Evaluate the Skill Separately From the Outcome

Afterward, ask:

  • Did I communicate what I meant?
  • Was I reasonably respectful?
  • Did I treat my own needs as important?
  • Did I hear the other person's response?

Those questions can be useful even when you did not get the outcome you hoped for.

Assertiveness May Feel Uncomfortable if You Usually Avoid Conflict

Discomfort Does Not Automatically Mean You Are Being Rude

If you are used to saying yes, staying quiet, or avoiding disagreement, saying:

“No, I can't do that.”

may feel unusually harsh.

Ask:

“Was the message actually disrespectful, or does being direct simply feel unfamiliar?”

Start With Lower-Stakes Situations

Practice with:

  • Expressing a restaurant preference
  • Correcting a small misunderstanding
  • Asking someone to lower the volume
  • Saying no to a minor request

Assertiveness often becomes easier through repeated practice.

Assertiveness When You Are Angry

Anger Does Not Automatically Make Communication Aggressive

You can say:

“I'm angry about what happened.”

Assertiveness does not require pretending you are calm or unbothered.

Regulate First if Anger Is Taking Over the Message

If you are about to:

  • Threaten
  • Insult
  • Shout over the person
  • Say something you expect to regret

consider using:

  • Pause Before Reacting
  • Time-Out
  • TIPP
  • STOP → Redirect
  • Check the Facts

and returning to the conversation when you can communicate more effectively.

Assertiveness When You Feel Guilty or Ashamed

Guilt Can Make You Feel You Have Lost the Right to Have Needs

You may have made a real mistake and still be allowed to communicate respectfully.

For example:

“I know I handled yesterday badly, and I apologized for that. I still want us to talk without insults.”

Accountability does not mean surrendering every boundary.

Shame May Push You Toward Silence

Ask:

“What would I say here if I believed my perspective still mattered?”

Then decide whether that message can be expressed respectfully.

Assertiveness at Work or School

Clarify Workload or Expectations

You might say:

“I can finish the report today or the presentation today, but I don't think I can complete both well by five. Which should take priority?”

This communicates:

  • The practical limitation
  • Your willingness to work
  • The decision that needs to be made
Ask for Clarification Instead of Guessing

Try:

“I want to make sure I understand the expectation. Is this due Friday morning or by the end of Friday?”

Assertiveness can include asking for the information you need to succeed.

Assertiveness in Close Relationships

Address the Problem Rather Than Building Resentment

If something matters, repeatedly saying:

“It's fine.”

may not make the issue disappear.

You might instead say:

“I want to talk about how we're dividing the household work. I've been feeling overloaded.”

Avoid Expecting Closeness to Replace Communication

A partner, friend, or family member may know you very well and still not know:

  • What you want right now
  • What bothered you
  • What support would help
  • Where your limit is

Closeness does not eliminate the need for clear communication.

Consider Power, Context, and Safety

Assertiveness Does Not Happen in a Vacuum

How safe or practical it is to speak directly can depend on:

  • The relationship
  • Workplace or institutional power
  • Possible retaliation
  • Physical safety
  • Cultural context

Assertive Communication does not mean ignoring real consequences.

Safety Takes Priority in Abusive or Dangerous Situations

If someone is:

  • Violent
  • Threatening
  • Coercive
  • Controlling

direct confrontation may not always be the safest choice.

The goal is not to prove that you can communicate assertively in a dangerous situation.

Prioritize safety and seek appropriate support.

Assertiveness Can Happen Through Text or Email

Written Communication Can Help You Be Clear

Writing may give you more time to:

  • Choose your words
  • Remove unnecessary accusations
  • Make the request specific
  • Check that the main point is clear
Read the Message Once for Clarity

Before sending, ask:

  • What am I actually trying to communicate?
  • Is the request or limit clear?
  • Am I describing the situation or attacking the person?
  • Is there anything here that belongs in a later conversation?

Then send the message when it is clear enough.

Avoid editing indefinitely in search of wording that guarantees a perfect response.

Exercises & Applications

Passive → Assertive

Take:

“Whatever. I don't care.”

when you actually do care.

Rewrite it:

“I'd prefer to go Saturday. Friday is difficult for me.”

Practice giving your preference a clear place in the conversation.

Aggressive → Assertive

Take:

“You better stop doing that.”

Rewrite it:

“I need you to stop bringing this up in front of other people.”

Keep the firmness.

Remove the threat.

Situation → Feeling → Request

Complete:

“When ______ happens, I feel ______. I would like ______.”

Example:

“When plans change without anyone telling me, I feel frustrated. I'd like you to text me when the plan changes.”

The Clear No

Practice saying:

“No, I'm not able to do that.”

Then stop.

Notice the urge to immediately add several paragraphs of justification.

Add explanation only when it is useful.

The Specific Request

Start with:

“I wish they would help more.”

Ask:

“What specifically do I want them to do?”

Then turn it into a request.

For example:

“Could you handle the dishes after dinner tonight?”

Behavior, Not Character

Rewrite:

“You're inconsiderate.”

as a description of what actually happened.

For example:

“When you invited two more people without asking me, I felt put on the spot.”

Remove the Hidden Request

Write down something you sometimes hint about.

Example:

“It would be nice if somebody helped around here.”

Ask:

“What am I actually asking?”

Rewrite it:

“Could you take the trash out tonight?”

Calm Repetition

Choose one short message:

“I'm not available Sunday.”

Imagine someone responds:

“Come on. It'll only take an hour.”

Practice:

“I understand, but I'm still not available Sunday.”

Keep the message stable instead of creating a new defense each time.

Say It Out Loud

If you have a difficult conversation coming, practice the main sentence aloud.

For example:

“I want to help, but I can't take on another responsibility this week.”

You do not need to memorize an entire script.

Practice the part you most need to communicate clearly.

One Low-Stakes Assertion

Choose one small situation today where you can:

  • State a preference
  • Ask a question
  • Make a request
  • Correct a misunderstanding
  • Say no

Practice assertiveness before waiting for the highest-stakes conversation possible.

Post-Conversation Review

After an important interaction, ask:

  1. Did I say what I actually meant?
  2. Was I specific?
  3. Did I respect myself?
  4. Did I treat the other person respectfully?
  5. Did I listen to their response?
  6. What would I change next time?

Evaluate the communication, not only whether you got your preferred outcome.

Common Difficulties

“I Don't Want to Be Rude”

Ask:

“Is what I'm saying actually disrespectful, or am I simply expressing a need?”

For example:

“I'm not available tonight.”

is direct, but not inherently rude.

“I Don't Want Them to Be Mad at Me”

Assertive Communication cannot guarantee that another person will like your answer.

Ask:

“Can I tolerate some disappointment or disagreement in order to communicate honestly?”

Their emotion is information.

It does not automatically mean your request or limit was wrong.

“I Freeze and Say Yes”

Give yourself time to answer.

Try:

“Let me check before I commit. I'll get back to you.”

Assertiveness can include delaying your answer long enough to decide what you actually want.

“I Don't Know What I Want”

Before communicating, ask:

  • What is bothering me?
  • What would I prefer?
  • What am I asking for?
  • What am I not willing to do?

Wise Mind, Problem Solving, or Clarify What Kind of Support You Need may help depending on the situation.

“I Explain Too Much”

Find the main sentence first.

For example:

“I can't work Saturday.”

Then decide whether more information is genuinely needed.

Do not bury the message underneath the explanation.

“I Start Calm and Then Get Aggressive”

Notice your warning signs:

  • Increasing volume
  • Interrupting
  • Insults entering your thoughts
  • Wanting to punish rather than communicate

If needed, pause.

Return to the simplest version of the message.

Or take a Time-Out and return later.

“They Keep Arguing With My No”

You may not need to keep producing new reasons.

Try:

“I understand that you're disappointed. My answer is still no.”

If pressure becomes coercive or threatening, prioritize boundaries and safety.

“They Say I'm Being Selfish”

Do not automatically accept or reject the label.

Ask:

  • Is my request reasonable?
  • Am I considering their needs at all?
  • Am I violating an agreement or responsibility?
  • Or am I simply expressing a limit they do not like?

Check the Facts may help separate useful feedback from pressure or labeling.

“I Tried Being Assertive and It Didn't Work”

Ask what:

“didn't work”

means.

If it means:

“They said no,”

the communication may still have been assertive.

If it means:

“They misunderstood what I was asking,”

clarity may need improvement.

Judge the communication separately from whether you controlled the outcome.

Assertive Communication vs. “I” Statements

Assertive Communication Is the Broader Skill

It includes:

  • Expressing opinions
  • Making requests
  • Saying no
  • Communicating limits
  • Addressing disagreements
“I” Statements Are One Communication Tool

An “I” Statement can help communicate:

your experience

without unnecessarily accusing or defining the other person.

For example:

“I feel frustrated when plans change without notice.”

The next skill goes into this in more detail.

Assertive Communication vs. Setting Boundaries

Assertiveness Is About Clear Self-Expression

You may assert:

“I don't like being spoken to that way.”

A Boundary Defines Your Limit and Response

A boundary might be:

“If the conversation becomes insulting, I'm going to end it and we can try again later.”

Assertive Communication is often how the boundary gets communicated.

Assertive Communication vs. DEAR MAN

Assertiveness Is the General Communication Approach

You communicate:

clearly, directly, and respectfully.

Many everyday requests can be handled this simply.

DEAR MAN Gives the Interaction More Structure

DEAR MAN can help when:

  • The request is important
  • You expect resistance
  • You need to say no firmly
  • You tend to lose focus during conflict
  • Negotiation may be required

Think of DEAR MAN as one structured DBT approach for putting assertiveness into practice.

Assertiveness vs. Aggression

Assertiveness Protects Your Position

Example:

“I'm not willing to agree to that.”

Aggression Tries to Overpower the Other Person

Example:

“Only an idiot would think that's reasonable.”

Firmness is not aggression.

Disrespect, intimidation, and control are the problem.

Assertiveness vs. Passivity

Passivity Often Removes Your Position From the Interaction

Example:

“Sure, whatever you want.”

when you actually object strongly.

Assertiveness Gives Your Position a Place

Example:

“I'd rather not do that. Can we consider the other option?”

This does not guarantee your preference wins.

It prevents your preference from disappearing automatically.

Assertive Communication vs. Negotiation

Assertiveness States Your Position

For example:

“I can't work both weekend days.”

Negotiation Looks for a Workable Arrangement

For example:

“I can work Saturday if someone else can cover Sunday.”

Clear assertiveness often comes before effective negotiation, because both people need to know what the actual positions are.

Assertive Communication vs. FAST

FAST Is the Formal DBT Self-Respect Effectiveness Skill

FAST focuses on maintaining self-respect during an interpersonal interaction.

It can help you consider issues such as:

  • Being fair
  • Not over-apologizing
  • Staying consistent with your values
  • Being truthful
Assertiveness Is One Way You May Communicate While Protecting Self-Respect

Assertiveness gives you practical communication tools for expressing:

  • Your position
  • Your limits
  • Your request

FAST adds the specifically DBT self-respect framework.

When Assertive Communication Can Be Useful

  • When something is bothering you and you tend not to speak up
  • When you need to make a clear request
  • When you need to say no
  • When you need to communicate a limit
  • When resentment is building because you repeatedly agree to things you do not want
  • When you want to express an opinion that differs from someone else's
  • When anger tends to turn your communication aggressive
  • When fear of conflict makes your communication passive
  • When you want to address a problem in a relationship
  • When you need to clarify workload, expectations, or responsibilities
  • When another person is pressuring you to change your answer
  • When you want to protect your self-respect while still treating the other person respectfully

Related Skills

  • “I” Statements — expressing your own experience in a way that reduces unnecessary blame.
  • Setting Boundaries — identifying and communicating limits on what you will or will not participate in.
  • DEAR MAN — the formal DBT interpersonal effectiveness strategy for pursuing an objective, making requests, and saying no.
  • FAST — the formal DBT skill for protecting self-respect during interpersonal interactions.
  • GIVE — the formal DBT skill for supporting the relationship during an interaction.
  • Negotiation — finding a workable arrangement when both people have different needs.
  • Ask Directly for Support — using clear communication when you need something specific from another person.
  • Active Listening — hearing the other person's perspective instead of only delivering your own.
  • Reflective Listening — checking that you understood the other person's meaning.
  • Validation — acknowledging what makes sense about the other person's experience without giving up your own position.
  • Pause Before Reacting — creating space before responding when emotional intensity could turn assertiveness into aggression.
  • Check the Facts — examining assumptions before confronting someone about what you think happened.

Tips for Practice

  • Treat your own needs and the other person's needs as worthy of consideration.
  • Describe specific behavior or situations rather than attacking someone's character.
  • Say what you actually mean instead of relying on hints.
  • Make requests clear and specific.
  • Say no directly when you mean no.
  • Give yourself time before answering when you are unsure.
  • Speak from your own thoughts, feelings, needs, and perspective.
  • Remember that starting a sentence with “I” does not automatically make it respectful.
  • Be firm without using intimidation, insults, or threats.
  • Remember that direct does not mean harsh.
  • Do not confuse discomfort with wrongdoing. Assertiveness may feel unfamiliar at first.
  • Avoid apologizing merely for having a reasonable need, preference, or limit.
  • Give enough explanation to be understood without assuming you must justify every preference.
  • Repeat your position calmly when someone continues to push against it.
  • Listen to the other person's response after stating your position.
  • Validate what you genuinely understand without abandoning your own needs.
  • Remember that disagreement does not mean the communication failed.
  • Evaluate how you communicated separately from whether the other person gave you what you wanted.
  • Use DEAR MAN when the interaction is important, complicated, or difficult to stay focused on.
  • Use regulation skills first when anger is likely to turn the interaction into aggression.
  • Consider power differences and realistic consequences when choosing how to communicate.
  • In coercive, abusive, or dangerous situations, prioritize safety rather than treating direct confrontation as a requirement.
  • Aim for: “I can give my needs and perspective a clear voice without taking away the other person's.”