How To Become a Better Negotiator Cambodian Mekong University How To Become a Better Negotiator CHAPTER 4 LISTENING AS A PRIMARY NEGOTIATING SKILL www.clubniset.wordpress.com

Content WHAT IS LISTENING? LISTENING RULES REFLECTIVE LISTENING A TIP ON TAKING NOTES THE COST OF NOT LISTENING

WHAT IS LISTENING? LISTENING hears interprets evaluates reacts Better listening can mean less paperwork. Leaders in better listening will improve the flow of upward communication. For negotiators, better listening improves decision making and problem solving. After 10-minute average listener retain only half of what was said. 48 hours retain only 25 percent of the information they heard.

LISTENING RULES Improve your listening ability: Ignore distractions. What’s in it for me? Focus on content, not delivery. Argue or judge until you’ve heard everything. Be alert to central themes, not random facts. Take notes, but keep them to a minimum. Approach listening as a conscious activity something you work at.

Don’t react to emotionally charged words or expressions these will confound your concentration. If you want members of your staff to become better listeners, ask for it. Let people know how important listening is. After ask each person to describe what he or she heard and remembered of the session.

REFLECTIVE LISTENING Reflective listening: it take some practice before you get good at it. Reflective listening says to the person you’re listening to. It also allows you to check what you believe you heard against what was actually said. This can both build rapport and avoid misunderstandings.

A TIP ON TAKING NOTES In negotiations it is often useful to write down points of agreement as they are made.

THE COST OF NOT LISTENING To improve your listening: have a positive attitude a willingness to work at it. Good listening is not just a matter of hearing.

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