This document provides strategies for effectively engaging in difficult conversations and negotiations. It emphasizes the importance of preparation, including identifying the problem, clarifying one's goal, anticipating reactions, and planning a message that is accurate, brief, and clear. Key recommendations include listening without interrupting, acknowledging other perspectives, responding calmly without becoming defensive, and being willing to discuss issues as they arise in the future. The overall message is that preparation, empathy, and maintaining composure are vital for successfully navigating high-stakes discussions.
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Difficult conversations
1. Strategies for Dealing
with Difficult
Conversations and
Negotiations
“One of the greatest arts in life is learning how
to disagree without being disagreeable”.
Power of a Positive NO, William Ury
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2. Key Message
Having the ability to successfully engage in
difficult conversations with clients, boards,
bosses and staff is an important skill to
successfully manage relationships and
results.
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3. Types of Difficult
Conversations
Disagreeing when the stakes are high
Dealing with rude and disrespectful
behaviour
Saying “No”
Delivering difficult news
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4. When do we need to Engage?
To determine if you need to have a
difficult conversation ask yourself;
what is at STAKE here?
What happens if you don’t have the
conversation?
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5. Ineffective Ways to Manage
Difficult Conversations
Avoid
Back Down
Combat
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7. Framework for Success
Prepare to Talk
Prepare and Deliver an ABC Message
Stop Talking and Start Listening
Stay Cool
Respond not Defend
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8. Prepare: Identify the Real
Problem
What are the facts? What is the other person
doing or saying that is causing a problem?
What is the effect/result of their action/inaction on
you or others?
Remember your beliefs, assumptions and
judgments about the situation are not facts!
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9. Prepare: Clarify your Goal
What are you hoping to achieve in having
this difficult conversation?
Is it doable?
Is it within your control?
Is it productive?
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10. Prepare: Plan Ahead
Follow the Scout Motto: Be Prepared
Anticipate their reaction so you don’t get
hooked
Know your back-up plan if you do not get
cooperation or the conversation goes sour
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12. Brief
Decide what is most important and leave it
at that-no dredging up ancient history
Avoid lengthy explanations
Less is more
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13. Clear
Get straight to the heart of the matter
No hints or innuendo-give diplomacy a rest
Avoid blaming others
Avoid the feedback “sandwich”
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14. Deliver your ABC Message
Deliver your ABC Message
Be Calm
Be Confident
Be Neutral
This is about giving people the “straight goods”
in a respectful and non-judgmental way
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15. Stop Talking Start Listening
Turn the conversation over to the other
person and then Embrace Silence
The moments following the delivery of your
message are the most difficult. Be prepared
for the discomfort.
Give the other person the space to respond
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16. Listen Up!
Listening is more than not talking. It is about
being present and curious
Listen with thoughtful attention to understand
what the other person is thinking and feeling.
What are their concerns?
Resist the temptation to…interrupt
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17. Acknowledge the Other
Even if you don’t agree with what the other person is
saying, you can acknowledge:
their perspective by conveying your understanding
of what you hear
their feelings by showing empathy or understanding
Acknowledgement is about Respect
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18. Why Bother?
The key to having them “hear” your
message is having he confidence to listen
to them speak without interruption
Everyone what to be heard and
understood
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19. Stay Cool!
Be prepared for a strong emotional
reaction or “push back”
Give them the space to have their reaction
Have your plan to stay calm, cool and
confident
Remember it is not personal
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20. Respond Not Defend
Pause before responding
Resist the temptation to respond in kind,
back down, or become defensive
Be Calm. Be Concise. Be Confident.
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21. Wrap it Up
Re-state your message
Clarify misinformation/misunderstandings
Reiterate expectations and boundaries
Clarify what you have agreed to
Be Calm. Be Concise. Be Confident.
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22. Going forward…
Deal with issues as they arise
Prepare for all of your difficult
conversations
If someone comes at you listen, question,
acknowledge and then take some time…
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23. Resources
Difficult Conversations: How to Discuss What Matters
Most, by Douglas Stone, Bruce Patton, and Shelia Heen,
(Penguin Books, 2000)
The 7 Habits of Highly Effective People, by Stephen
R. Covey (Free Press, 1989, 2004)
Beyond Reason, Using Emotions as You Negotiate by
Roger Fisher and Daniel Shapiro, (Viking Penguin 2005)
Mistakes were Made (but not by me), by Carol
Tarvis and Elliot Aronson, (Harcourt Inc., 2007)
Dialogue and the art of thinking together by William
Issacs (Doubleday 1999)
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24. Resources Continued
Fierce Conversations, Achieving Success, at Work &
in Life, One Conversation at a Time, by Susan Scott,
(Berkley Books, 2002)
Taking the War out of Our Words: by Sharon Strand
Ellison (Wyatt-MacKenzie Publishing, 1998-2009)
Crucial Conversations: Tools for talking when the
stakes are high, by Patterson et al, (McGraw- Hill 2002)
First Break All the Rules: by Buckingham & Coffman
(Simon & Schuster Inc.,1999)
It’s all Your Fault: 12 Tips for Managing People who
Blame Others for Everything, by Bill Eddy (HCI Press,
2009)
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What gets in the way of listening?
The running dialogue in your head that is filled with all sorts of snappy retorts.
How can you calm this inside voice chatter? This is all about the preparation you did in anticipating their reaction.
Responsibility:
The ability to choose your own response. Covey p. 71
Ghandi “They cannot take away our self respect if we do not give it to them”
What matters most is how we respond to what happens to us in life
Reactive language becomes a self fulfilling prophecy vs. proactive language e.g. I’ll try vs. I will; There is nothing I can do vs. I will look for alternatives; I have to do that vs. I will do that can’t vs. I choose.