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Use Your Negotiation Skills To Help Handle Tough Conversations
The most important issue we can be taught by effective negotiations skills training is the significance to create 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 consider as you prepare for a tough conversation.
1. Remember you are dealing with a person who has dreams, expectations and aspirations much like all of us.
If you have to deliver bad news, make certain you frame it sensitively. It is important for people to preserve their dignity and there is absolutely no reason to build animosity & resistance within your counterpart.
As an example, let's say you have had a poor performing employee who you have decided to discharge.
One way of delivering the news might be:
Jack, after thoroughly considering your track record and taking into account our past discussions about your inadequate performance, I have taken a decision to terminate your services. Unfortunately my decision is final and I need you to hand over any outstanding items and depart with immediate effect.
An alternative way of delivering the news could possibly be:
Jack, it saddens me to notify you that I have made a decision to discontinue your services. I arrived at this decision because it is essential that there is a 100% match between our requirements and your capacity to deliver and I feel strongly that your skills is likely to be more valued in a different kind of function rather than this one.
If you believe that you really wanted to carry on in this type of position then I would like to recommend that you pay attention to the following, or perhaps invest in further improvement in this regard. Thank you for having made the effort to meet up with our standards and all the best with your long term endeavours.
In the second instance you are at least recognising the fact that an attempt was made on the part of the employee and that you are happy to help them refine their technique so that they can be more successful in future.
2. Effective negotiation training confirms that we must recognize our weaknesses.
When you have done something for which you need to apologise, you should never shift the blame, but take full accountability. We have much more respect for individuals 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 situation. Not many people have the expectation that just about 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 will 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 in most cases people will be more than pleased with the fact that you apologised and will not demand anything additional aside from a guarantee that the mistake will not be repeated.
Make sure you 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 not always simple to treat others with respect and dignity but it is definitely an objective well worth pursuing, but deploy this advice and add to your sales training objectives, the results will speak for itself.
Incorporate This Recommendation In Your Negotiation Skills Training Programs To Ensure These Three Things Never Occur
If you are getting ready for a non-competitive negotiation, deploy some effective negotiation skills and make every effort not to make any of the most common mistakes during your dealings with your counterparts.
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