Almost everything is negotiable. Research and prepare before you meet. Speak with quiet authority. Know what you want and will accept before you begin. Ask for what you want. You shouldn’t expect the other party to guess what you want. Be sure that the person you are speak­ing with can grant your request. Be persistent. Try differ­ent angles of attack. Ask the other party to suggest a res­olution. Suggest a compromise.

Start the negotiation process with a lower than expect­ed offer. Be reasonable. Don’t argue or threaten. Respect the other party’s position. Suggest logical arguments for your request. Clearly state your opinion and the reper­cussions to both parties if an agreement is not reached. When you finalize the sale or negotiate the deal, stop talking, shake hands and move on to a neutral topic.

Fire Quickly

There is a difference between laying off and firing an employee. A laid-off employee is released for business rather than personal reasons. The business may be in a slump or the employee’s position may have become redundant. This person may be given an excellent reference, severance package and grace period to find a new job.

You fire employees for personal reasons. These workers may have been involved in unsafe, deceptive or dishonest practices. Their image or manner may be unprofessional. They may be missing during work hours or, have shown repeatedly that their job performance was unsatisfactory.

The termination should not come as a complete surprise. The fired employees should have received prior written warnings regarding their behavior or performance. Normally, a final warning will carry a thirty-day grace peri­od to correct the problem or be terminated.

Do not disparage the problem employee. Call him to the office and be short and to the point. Explain benefits to which the employee may be entitled and how references will be handled. He should be escorted to his work area to collect personal items and immediately escorted out of the building. Document everything. If you expect trouble, have a witness present.

This is a difficult part of a manager’s job. Don’t linger.

Do it.

BillFitzPatrick.com, The Action Principles

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