On Listening: The Ego Whisperer
THE success of a negotiation depends on your ability to manage yourself, your own emotions, and your ego. We are all our own most important persona. The selfie culture grants legitimacy to self-concentration and gives it a public arena to thrive in. The most difficult part may be to direct the spotlight from yourself and to your negotiation partner, to listen to their reasoning and only then steer the negotiation toward the technical details. The feeling of being heard and understood can bring down defenses better than the most elaborate tactic. In sales and customer service trainings, a lot of time is spent on effective listening skills, not just on making sales pitches.
If we were to imagine the listening ...
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