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Apply Your Negotiation Skills To Manage Stressful Discussions
The most significant issue most of us learn from effective negotiations skills training is the significance to create a precise frame for a conversation, otherwise we are starting our discussions within the default frame of the other person. The following is some aspects to take into account as you get ready for a tough conversation.
1. Remember you are dealing with an individual who has dreams, expectations and goals same as everybody.
When you have to deliver bad news, ensure that you frame it sensitively. It is necessary for people to preserve their self-worth and there is absolutely no reason to create resentment & resistance within your counterpart.
For example, let's say you have had a poor performing member of staff who you have decided to discharge.
One way of delivering the message might be:
Tony, after carefully considering your track record and taking into account our past conversations about your inadequate overall performance, I have taken a final decision to discontinue your services. Unfortunately my decision is final and I need you to submit any outstanding items and depart with immediate effect.
An alternative way of delivering the information could possibly be:
Tony, it saddens me to inform you that I have made a decision to discontinue your services. I arrived at this resolution because it is essential that we have a 100% match between our expectations and your ability to deliver and I feel strongly that your skills is likely to be more appreciated in a different kind of function instead of this one.
If you believe that you really would like to continue in this type of function then I would really like to recommend that you pay attention to the following, or perhaps commit to further improvement in this respect. Thank you for having made the effort to meet our standards and all the best with your long term initiatives.
In the second instance you are at least recognising the belief that an attempt was made on the part of the member of staff and that you are willing to help them refine their technique to enable them to be more successful in future.
2. Effective negotiation training confirms that we must declare our weaknesses.
When you have done something for which you should apologise, do not shift the blame, but take full accountability. We have a lot more respect for individuals who admit their errors compared to those 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 just about everything needs to be perfect each time. After all, people are all human 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 circumstance you will be amazed to discover that generally people will be more than happy with the fact that you apologised and will not demand anything additional aside from a guarantee that the error will not be repeated.
Make sure you treat individuals with dignity and compassion. Even those individuals that seem to be hard as nails often 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 definitely a target well worth seeking, but use this advice and add to your sales training objectives, the results will speak for itself.
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