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Apply Your Negotiation Skills To Manage Tough Discussions
The most significant thing most of us learn from effective negotiations skills training is the importance to establish a precise frame for a conversation, otherwise we are beginning our discussions within the default frame of the other person. The following is a couple of points to think about as you get ready for a tough discussion.
1. Remember you are dealing with someone who has ambitions, desires and goals much like everyone.
When you have to deliver terrible news, make certain you frame it sensitively. It is necessary for individuals to preserve their self-worth and there is no reason to create resentment & resistance within your counterparts.
As an example, let's say you have had a poor performing staff member whom you have decided to discharge.
One way of delivering the message could be:
Tony, after carefully reviewing your track record and considering our past meetings regarding your inadequate overall performance, I have reached a final decision to discontinue your services. Unfortunately my assessment is final and I need you to give in any outstanding items and leave with immediate effect.
An alternative way of delivering the information could be:
Tony, it saddens me to inform you that I have decided to cancel your services. I arrived at this resolution since it is necessary that we have a 100% fit between our expectations and your ability to deliver and I feel strongly that your expertise is likely to be more sought after in a different type of position instead of this one.
If you feel that you really would like to continue in this kind of position then I would really like to advise that you pay attention to the following, possibly even commit to further development in this respect. Thank you for having made the effort to meet our requirements and good luck with your long term initiatives.
In the 2nd situation you are at least recognising the belief that an effort was made on the part of the worker and that you are willing to help them improve their technique to enable them to become more successful in future.
2. Effective negotiation training confirms that we must declare our weaknesses.
If you have done something for which you should apologise, do not shift the blame, but accept complete accountability. We have a lot more regard for individuals who admit their mistakes compared to those who dodge responsibility. Follow up your admission of guilt by asking the question how you can remedy the problem. Not many individuals have the belief that just about everything needs to be perfect at all times. After all, people 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 whatever it is that can be done to remedy the circumstance you will be amazed to learn that generally people will be more than happy with the fact that you apologised and will not demand anything additional apart from a guarantee that the error will never be repeated.
Make sure you treat individuals with dignity and compassion. Even those folks who seem to be hard as nails often act this way as a defence against getting hurt.
It is certainly not always simple to treat other people with respect and dignity however it is definitely a target worth seeking, but use this advice and add to your sales training objectives, the results will speak for itself.
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