Use Your Negotiation Skills To Help Deal With Very Difficult Discussions
The most important thing we learn from effective negotiations skills training is the significance to establish a precise frame for a discussion, otherwise we are beginning our discussions within the default frame of the other party. Here is a couple of points to consider as you get ready for a tough discussion.
1. Remember you are dealing with a person who has ambitions, hopes and aspirations similar to all of us.
When you have to deliver unpleasant news, make certain you frame it sensitively. It is important for individuals to maintain their dignity and there is no reason to build resentment & resistance within your counterparts.
As an example, let's say you have had a poor performing employee whom you have decided to let go.
One way of delivering the news could be:
Larry, after carefully considering your track record and considering our past discussions regarding your poor performance, I have reached a decision to discontinue your services. Unfortunately my assessment is final and I need you to hand over any outstanding items and leave with immediate effect.
Another way of delivering the news could be:
Larry, it saddens me to inform you that I have made a decision to terminate your services. I arrived at this decision since it is important that there is a 100% fit between our requirements and your ability to deliver and I feel strongly that your knowledge is likely to be more valued in a different type of role rather than this one.
If you feel that you really wanted to continue in this kind of position then I would like to suggest that you pay attention to the following, and perhaps invest in further development in this regard. Thank you for having made the effort to meet our standards and good luck with your long term endeavours.
In the 2nd example you are at least recognising the fact that an effort was made on the part of the employee and that you are willing to help them improve their technique so that they can become more effective in future.
2. Effective negotiation training confirms that we must acknowledge our weaknesses.
If you have done something for which you need to apologise, do not shift the blame, but take complete accountability. We have much more regard for those who own up to their mistakes than those who dodge responsibility. Follow up your admission of guilt by asking the question how you can remedy the problem. Not many people have the belief that everything must be perfect at all times. After all, we are all human and it is inevitable that you or anyone else for that matter are going to be making mistakes every once in awhile.
If you ask what it is that can be done to remedy the situation you will be surprised to learn that in most cases people will be more than happy with the fact that you apologised and will not demand anything additional apart from a guarantee that the mistake will never be repeated.
Remember to treat people with dignity and compassion. Even those folks who appear to be hard as nails often act this way as a defence against getting hurt.
It is certainly not always simple to treat others with respect and dignity however it is certainly an objective worth pursuing, but use this advice and add to your sales training objectives, the results will speak for itself.
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