Use Your Negotiation Skills In Order To Handle Tough Discussions

The most important issue most of us can be taught by effective negotiations skills training is the value to establish a precise frame for a discussion, otherwise we are starting our discussions within the default frame of the other person. Here is some aspects to take into account as you prepare for a stressful discussion.

1. Remember you are dealing with an individual who has dreams, desires and aspirations same as everybody.

In case you have to convey unpleasant news, make certain you frame it sensitively. It is important for people to preserve their dignity and there is absolutely no reason to create animosity & resilience within your counterparts.

As an example, let's say you have had a poor performing member of staff who you have decided to discharge.

One way of delivering the news might be:

Tony, after thoroughly monitoring your track record and considering our past conversations about your inadequate performance, I have taken a final decision to terminate your services. Regrettably my assessment is final and I need you to submit any outstanding items and depart with immediate effect.

An alternative way of delivering the news could possibly be:

Tony, it saddens me to let you know that I have have decided to terminate your services. I arrived at this decision because it is necessary that there is a 100% match between our expectations and your capacity to deliver and I feel genuinely that your knowledge is likely to be more appreciated in a different kind of position rather than this one.

If you believe that you really would like to carry on within this kind of position then I would like to recommend that you pay attention to the following, possibly even invest in further improvement in this respect. Thank you for having made the effort to meet up with our demands and good luck with your long term endeavours.

In the second situation you are at least recognising the fact that an attempt was made on the part of the member of staff and that you are happy to guide them improve their technique so that they can be more successful in future.

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

When you have done something for which you should apologise, you should never shift the blame, but acknowledge complete accountability. We have much more respect for individuals who own up to their errors compared to people who dodge responsibility. Follow up your admission of guilt by thinking how you can remedy the problem. Not many people have the expectation that just about everything must be perfect each time. After all, people are all human beings 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 you can do to remedy the circumstance you will be surprised to discover that generally people will be more than pleased with the fact that you apologised and will not need anything additional apart from a guarantee that the mistake will not be repeated.

Make sure you treat people with dignity and compassion. Even those individuals that seem to be hard as nails generally act in this way as a defence against getting hurt.

It is certainly not always simple to treat others with respect and dignity but it is definitely an objective well worth seeking, but deploy these recommendations and add to your sales training objectives, the results will speak for itself.

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