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Apply Your Negotiation Skills In Order To Manage Challenging Discussions
The most important thing we can be taught by effective negotiations skills training is the significance to establish a specific frame for a conversation, otherwise we are starting our discussions within the default frame of the other person. Here is a couple of points to consider as you prepare for a complicated discussion.
1. Remember that you are dealing with someone who has dreams, desires and aspirations much like all of us.
In case you have to convey terrible news, make sure that you frame it sensitively. It is necessary for people to preserve their dignity and there is no reason to build animosity & resilience within your counterparts.
For instance, let's say you have had a poor performing staff member who you have decided to discharge.
One way of delivering the news could be:
Larry, after thoroughly considering your track record and considering our previous meetings about your inadequate performance, I have reached a decision to terminate your services. Regrettably my assessment is final and I would like you to give in any outstanding items and depart with immediate effect.
An alternative way of delivering the news could be:
Larry, it saddens me to let you know that I have made a decision to cancel your services. I reached this resolution because it is necessary that there is a 100% fit between our requirements and your capacity to deliver and I feel genuinely that your expertise will be more sought after in a different kind of position rather than this one.
If you feel that you really wanted to carry on within this kind of role then I would really like to recommend that you pay attention to the following, possibly even invest in further development 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 second situation you are at least recognising the fact that an effort was made on the part of the employee and that you are happy to guide them improve their approach to enable them to be more successful in future.
2. Effective negotiation training confirms that we must recognize our weaknesses.
If 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 respect for individuals who own up to their mistakes than people who dodge responsibility. Follow up your admission of guilt by thinking how you can remedy the problem. Very few individuals have the expectation that just about everything must be perfect at all times. After all, we are all human beings and it is unavoidable 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 you can do to remedy the circumstance you will be surprised to learn that in most cases people will be more than pleased with the fact that you apologised and will not need anything additional apart from an assurance that the error will not be repeated.
Make sure you treat people with dignity and compassion. Even those folks who appear to be hard as nails generally act in this way as a defence against getting hurt.
It is certainly not always easy to treat other people with respect and dignity but it is definitely an objective worth pursuing, but deploy these recommendations and add to your sales training objectives, the results will speak for itself.
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