There are times when we change the rules for the benefit of others, like when we make pay rises, or improve terms, or send word about early delivery. These are easy conversations that tend to end with a warm smile and a firm handshake. These things we like to do.
There are times however when the person on the other side of the table is losing in the deal. Like a pay cut, a late delivery, a withdrawal of benefits.
Assuming this isn’t happening because of spite, and there are good reasons that stand up to scrutiny … give them the good reasons and let them stand up to scrutiny.
The alternative – giving them the news but not the reason, and relying on dictat rather than open deliberation – almost guarantees no handshake, no smile and somebody who just walked one step further away.
Skippy strategy: Tell them the news, and the why.
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