The most important thing most of us can be taught by effective negotiations skills training is the significance to establish a precise frame for a discussion, otherwise we are starting our discussions within the default frame of the other person. Here is a couple of points to think about as you prepare for a tough discussion.

1. Remember you are dealing with a person who has dreams, expectations and aspirations similar to everyone.

In case you have to deliver terrible news, make certain you frame it sensitively. It is important for people to preserve their dignity and there is no reason to create animosity & 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 news could be:

Tony, after thoroughly considering your track record and considering our past discussions about your inadequate performance, I have reached a final decision to terminate 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 news could be:

Tony, it saddens me to let you know that I have made a decision to cancel your services. I arrived at this decision because it is essential that there is a 100% fit between our expectations and your capacity to deliver and I feel strongly that your expertise is likely to be more valued in a different kind of function rather than this one.

If you feel that you really would like to carry on in this kind of position then I would like to recommend that you pay attention to the following, or perhaps invest in further development in this respect. Thank you for having made the effort to meet up with our standards and good luck with your long term endeavours.

In the second instance you are at least recognising the fact that an effort was made on the part of the worker and that you are happy 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.

If you have done something for which you should apologise, you should never shift the blame, but take complete accountability. We have much more respect for individuals who own up to their mistakes compared to people 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 must be perfect at all times. After all, people are all human beings 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 surprised to learn that generally people will be more than pleased 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 people with dignity and compassion. Even those folks who seem to be hard as nails generally 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 an objective worth seeking, but deploy this advice and add to your sales training objectives, the results will speak for itself.

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