NEGOTIATION is commonly associated with oratory excellence, argumentative prowess, and virtuosity of the tools of verbal communication. That is only part of the skillset of a master negotiator. The best negotiators are not those who talk the most, but those who listen more than they speak. Despite what it may seem on the surface, silence is not an exercise in procrastination. Listening is, in fact, a sophisticated, two- dimensional process.
On the external level, it involves what is referred to as reading the air or reading between the words, understanding the real message hidden behind the words. This requires close attention to the choice and types of words used, their emotional or rational charge, the perception ...
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