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Apply Your Negotiation Skills To Handle Stressful Discussions
The most significant issue we learn from effective negotiations skills training is the value to establish a specific frame for a discussion, otherwise we are starting our discussions within the default frame of the other party. The following is some aspects to consider as you get ready for a stressful discussion.
1. Remember that you are dealing with a person who has dreams, hopes and goals same as all of us.
When you have to convey unpleasant news, ensure that you frame it sensitively. It is important for people to maintain their self-worth and there is absolutely no reason to build resentment & resilience within your counterparts.
For example, let's say you have had a poor performing employee who you have decided to let go.
One way of delivering the message might be:
Jack, after carefully monitoring your track record and considering our previous discussions about your poor overall performance, I have taken a decision to discontinue your services. Regrettably my assessment is final and I would like you to hand over any outstanding items and depart with immediate effect.
Another way of delivering the information could possibly be:
Jack, it saddens me to inform you that I have have decided to terminate your services. I reached this decision because it is important that we have a 100% match between our requirements and your ability to deliver and I feel genuinely that your knowledge will be more valued in a different kind of role instead of this one.
If you believe that you really wanted to continue within this kind of function then I would like to recommend that you pay attention to the following, and perhaps commit to further improvement in this regard. Thank you for having made the effort to meet our demands and good luck with your future endeavours.
In the second example you are at least recognising the belief that an attempt was made on the part of the employee and that you are willing to guide them improve their approach so that they can be more effective in future.
2. Effective negotiation training confirms that we must declare our weaknesses.
When you have done something for which you need to apologise, do not shift the blame, but acknowledge complete responsibility. We have much more respect for those who admit their errors than those who dodge responsibility. Follow up your admission of guilt by thinking how you can remedy the problem. Very few people have the expectation that everything needs to be perfect each time. After all, we are all human and it is unavoidable that you or anyone else for that matter are going to be making mistakes from time to time.
If you ask what it is that you can do to remedy the situation you will be amazed to discover that in most cases people will be more than happy with the fact that you apologised and will not need anything additional apart from an assurance that the mistake will not be repeated.
Remember to treat individuals with dignity and compassion. Even those individuals that appear to be hard as nails often act in this way as a defence against getting hurt.
It is certainly not always easy to treat others with respect and dignity but it is certainly a target well worth pursuing, but use these recommendations and add to your sales training objectives, the results will speak for itself.
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