Use Your Negotiation Skills In Order To Deal With Very Difficult Discussions

The most important thing we learn from effective negotiations skills training is the importance to create a specific frame for a conversation, otherwise we are beginning our discussions within the default frame of the other person. Here is a couple of points to consider as you get ready for a difficult conversation.

1. Remember that you are dealing with an individual who has ambitions, desires and aspirations similar to all of us.

When you have to deliver bad news, make sure that you frame it sensitively. It is necessary for individuals to preserve their dignity and there is no reason to build resentment & resistance within your counterpart.

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

One way of delivering the news could be:

Jack, after carefully reviewing your track record and taking into account our previous conversations regarding your inadequate performance, I have reached a decision to discontinue your services. Unfortunately my decision is final and I would like you to submit any outstanding items and leave with immediate effect.

An alternative way of delivering the news could be:

Jack, it saddens me to inform you that I have decided to discontinue your services. I reached this resolution since it is necessary that there is a 100% fit between our requirements and your ability to deliver and I feel strongly that your skills will be more appreciated in a different type of position rather than this one.

If you feel that you really wanted to continue in this type of role then I would really like to suggest 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 our requirements and all the best with your future initiatives.

In the 2nd situation you are at least recognising the fact that an effort was made on the part of the employee and that you are willing to help them refine their approach to enable them to become more successful in future.

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

If you have done something for which you need to apologise, do not shift the blame, but accept full responsibility. We have a lot more regard for individuals who own up to their mistakes than those who dodge responsibility. Follow up your admission of guilt by asking the question how you can remedy the situation. Very few individuals have the belief that just about everything must be perfect at all times. After all, we are all human and it is inevitable that you or anyone else for that matter will be making mistakes from time to time.

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

Make sure you treat people with dignity and compassion. Even those folks who appear to be hard as nails often act this way as a defence against getting hurt.

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

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