Excellent negotiators are excellent listeners. Pay attention to others, ask questions and focus on the answers. Those on the other end of the negotiation will feel respected when you pay attention to them. Listening is a skill that takes attention and energy. Your efforts here will pay off.
Short-term Goal: Listen to understand. Your negotiation will likely have a better outcome if you understand the objectives of your negotiating partner.
Long-term Goal: Listen to build relationship. Encourage the exchange of information for the future and to build trust.
The model, illustrated below, of listening behaviors ranges from highly non-engaging behaviors (listener-centered) to highly engaging behaviors (speaker-centered).
I encourage you to stay to the right (on the continuum) of “Confrontation!”
Until next time, Know Your Audience!