Apply Your Negotiation Skills To Help Deal With Difficult Conversations
The most significant issue most of us 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. The following is some aspects to think about as you get ready for a complicated discussion.
1. Remember you are dealing with a person who has ambitions, hopes and goals same as everyone.
When you have to convey unpleasant news, make certain you frame it sensitively. It is important for individuals to maintain their self-worth and there is absolutely no reason to create resentment & resilience 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 message might be:
Tony, after carefully considering your track record and considering our past discussions regarding your poor overall performance, I have taken a final decision to discontinue your services. Regrettably my assessment is final and I need you to hand over any outstanding items and leave with immediate effect.
Another way of delivering the information could possibly be:
Tony, 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 we have a 100% match between our expectations and your ability to deliver and I feel genuinely that your knowledge is likely to be more valued in a different type of role instead of this one.
If you believe that you really would like to continue within this kind of position then I would like to suggest that you pay attention to the following, and perhaps commit to further improvement in this respect. 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 belief that an attempt was made on the part of the worker and that you are willing to guide them improve their technique so that they can become more effective in future.
2. Effective negotiation training confirms that we must declare our weaknesses.
When you have done something for which you should apologise, do not shift the blame, but take complete accountability. We have much more regard for those who admit their errors compared to those who dodge responsibility. Follow up your admission of guilt by thinking how you can remedy the problem. Not many people have the belief that everything needs to be perfect each time. After all, people are all human and it is unavoidable 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 amazed to discover that generally people will be more than happy with the fact that you apologised and will not need anything additional apart from a guarantee that the mistake will never be repeated.
Remember to treat individuals with dignity and compassion. Even those individuals that seem to be hard as nails often act in 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 a target well worth seeking, but use these recommendations and add to your sales training objectives, the results will speak for itself.
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