From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything
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From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything
Get their acknowledgement
- So we've done our preparing and we're now ready to confront this difficult or underperforming colleague. And the first rule of opening is ideally you don't open first. You don't raid in with, I don't think you're doing a very good job. And I agree, we don't want to do that unless we have to. So the first thing to do is to say to them, how do you think it's going? Or how's it going in this particular area? Or what could you do for me in terms of improvement? Now, this applies to appraisals as well by the way. If you're giving an appraisal to a member of staff, don't say, I don't think you've done very well. Say to them, how do you think it's going? Cause if they criticize themself, that's much more powerful than you doing it. If you do it, they're going to think, well, I think that's a bit unfair. But if you can get them to say, well, I don't think I've done very well with this. I delivered that bit late. You know…
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