Use Your Negotiation Skills In Order To Manage Stressful Discussions
The most significant issue we can be taught by effective negotiations skills training is the importance to create a precise frame for a conversation, otherwise we are starting our discussions within the default frame of the other party. The following is some aspects to consider as you prepare for a tough conversation.1. Remember you are dealing with an individual who has dreams, hopes and goals same as all of us.
In case you have to deliver terrible news, make certain you frame it sensitively. It is necessary for people to maintain their self-worth and there is absolutely no reason to build animosity & resistance within your counterpart.
As an example, let's say you have had a poor performing member of staff who you have decided to let go.
One way of delivering the message might be:
Larry, after thoroughly reviewing your track record and taking into account our past conversations about your poor overall performance, I have taken a decision to terminate your services. Unfortunately my decision is final and I need you to submit any outstanding items and depart with immediate effect.
Another way of delivering the information could possibly be:
Larry, it saddens me to let you know that I have decided to cancel your services. I arrived at this resolution because it is important that we have a 100% match between our requirements and your capacity to deliver and I feel strongly that your expertise is likely to be more appreciated in a different kind of role instead of this one.
If you believe that you really wanted to carry on in this type of position then I would really like to recommend that you pay attention to the following, and perhaps commit to further improvement in this regard. Thank you for having made the effort to meet up with our requirements and all the best with your long term initiatives.
In the second example you are at least recognising the belief that an attempt was made on the part of the employee and that you are happy to help them refine their technique to enable them to be more effective in future.
2. Effective negotiation training confirms that we must declare our weaknesses.
When you have done something for which you need to apologise, you should never shift the blame, but accept full accountability. We have a lot more respect for those who admit their errors than people who dodge responsibility. Follow up your admission of guilt by asking the question how you can remedy the situation. Not many individuals have the expectation that everything needs to be perfect each time. After all, we are all human beings and it is inevitable that you or anyone else for that matter will be making mistakes every once in awhile.
If you ask whatever it is that you can do to remedy the situation you will be amazed to discover that in most cases people will be more than pleased with the fact that you apologised and will not demand anything additional aside from a guarantee that the error will not be repeated.
Remember to treat individuals with dignity and compassion. Even those individuals that appear to be hard as nails generally act this way as a defence against getting hurt.
It is not always simple to treat other people with respect and dignity but it is certainly a target well worth pursuing, but deploy this advice and add to your sales training objectives, the results will speak for itself.
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