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The most important issue most of us can be taught by effective negotiations skills training is the significance to create a specific frame for a discussion, otherwise we are starting our discussions within the default frame of the other party. Here is some aspects to think about as you prepare for a complicated conversation.

1. Remember that you are dealing with a person who has dreams, hopes and aspirations much like everyone.

If you have to convey bad news, make sure that you frame it sensitively. It is important for people to maintain their dignity and there is absolutely no reason to create animosity & resilience within your counterpart.

For instance, let's say you have had a poor performing employee who you have decided to let go.

One way of delivering the news might be:

Tony, after thoroughly considering your track record and taking into account our previous discussions about your poor performance, I have taken a final decision to terminate your services. Regrettably my decision is final and I would like you to hand over any outstanding items and depart with immediate effect.

Another way of delivering the news could possibly be:

Tony, it saddens me to notify you that I have made a decision to discontinue your services. I reached this decision because it is important that there is a 100% match between our expectations and your capacity to deliver and I feel genuinely that your skills will be more valued in a different kind of role rather than this one.

If you believe that you really would like to carry on within this type of role then I would like to recommend that you pay attention to the following, and perhaps invest in further improvement in this respect. Thank you for having made the effort to meet up with our standards and all the best with your future endeavours.

In the second example you are at least recognising the fact that an attempt was made on the part of the worker and that you are happy to guide them refine their approach so that they can be more effective in future.

2. Effective negotiation training confirms that we must acknowledge our weaknesses.

When you have done something for which you should apologise, you should never shift the blame, but take full responsibility. We have much more respect for those who own up to their errors compared to people who dodge responsibility. Follow up your admission of guilt by thinking how you can remedy the situation. Very few people have the expectation that everything must be perfect each time. After all, people are all human beings and it is unavoidable that you or anyone else for that matter will be making mistakes from time to time.

If you ask what it is that you can do to remedy the situation you will be surprised to discover that generally people will be more than pleased with the fact that you apologised and will not need anything additional aside from an assurance that the mistake will not be repeated.

Remember to treat people with dignity and compassion. Even those individuals that seem to be hard as nails generally act in this way as a defence against getting hurt.

It is not always easy to treat others with respect and dignity but it is certainly an objective well worth seeking, but deploy these recommendations and add to your sales training objectives, the results will speak for itself.

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