Use Your Negotiation Skills In Order To Handle Challenging Conversations

The most significant issue most of us learn from effective negotiations skills training is the importance to establish a precise frame for a discussion, 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 difficult discussion.

1. Remember you are dealing with a person who has dreams, desires and goals much like everybody.

When you have to deliver unpleasant news, make certain you frame it sensitively. It is important for people to preserve their self-worth and there is absolutely no reason to create resentment & resistance within your counterparts.

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

One way of delivering the message might be:

Tony, after carefully reviewing your track record and considering our past discussions about your inadequate overall performance, I have taken a final decision to discontinue your services. Unfortunately my assessment is final and I need you to hand over 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 decided to terminate your services. I arrived at this decision because it is necessary that we have a 100% match between our expectations and your ability to deliver and I feel strongly that your knowledge is likely to be more valued in a different kind of position instead of this one.

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

In the second situation 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 improve 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 should apologise, do not shift the blame, but accept complete accountability. We have much 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 problem. Not many people 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 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 amazed to discover that generally people will be more than happy with the fact that you apologised and will not demand anything additional apart from a guarantee that the mistake 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 certainly not always simple to treat others 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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