Apply Your Negotiation Skills In Order To Manage Challenging Discussions

The most important issue we can be taught by effective negotiations skills training is the significance to establish a specific frame for a conversation, otherwise we are beginning our discussions within the default frame of the other party. Here is some aspects to think about as you prepare for a tough discussion.

1. Remember that you are dealing with someone who has ambitions, hopes and aspirations same as everyone.

In case you have to deliver unpleasant news, make sure that you frame it sensitively. It is necessary for individuals to maintain their dignity and there is absolutely no reason to build animosity & resistance within your counterparts.

For instance, let's say you have had a poor performing staff member whom you have decided to let go.

One way of delivering the news might be:

Larry, after thoroughly considering your track record and considering our previous meetings regarding your poor performance, I have taken a decision to terminate your services. Unfortunately my assessment is final and I would like you to give in any outstanding items and leave with immediate effect.

Another way of delivering the news could possibly be:

Larry, it saddens me to let you know that I have made a decision to terminate your services. I reached this resolution since it is important that there is a 100% match between our requirements and your capacity to deliver and I feel strongly that your knowledge will be more sought after in a different type of role rather than this one.

If you believe that you really wanted to carry on in this kind of role then I would really like to suggest that you pay attention to the following, and perhaps invest in further improvement in this regard. Thank you for having made the effort to meet up with our standards and good luck with your future initiatives.

In the 2nd example you are at least recognising the fact that an attempt was made on the part of the worker and that you are happy to help them improve their approach to enable them to become more effective in future.

2. Effective negotiation training confirms that we must acknowledge our weaknesses.

When you have done something for which you need to apologise, you should never shift the blame, but take complete responsibility. We have a lot more regard for those who own up to their errors than people who dodge responsibility. Follow up your admission of guilt by asking the question how you can remedy the problem. Very few individuals have the belief that everything must be perfect each time. After all, we are all human beings and it is inevitable that you or anyone else for that matter are going to be making mistakes from time to time.

If you ask whatever it is that can be done to remedy the situation you will be surprised to discover that in most cases people will be more than pleased with the fact that you apologised and will not demand anything additional apart from an assurance that the error will never be repeated.

Remember to treat people 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 certainly not always easy to treat other people with respect and dignity however it is certainly an objective well worth pursuing, but deploy this advice and add to your sales training objectives, the results will speak for itself.

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