The Elements of Negotiation

ELEMENT 37Listening Skills

Effective negotiation hinges on two-way communication. This involves not only speaking and presenting your points but, crucially, listening and responding appropriately. By actively listening, asking questions, and considering alternatives, negotiators avoid unnecessary conflicts and instead strive to understand the other party's perspective. Respectful listening is synonymous with respecting the opposing party.

The Vital Role of Two-Way Communication

Being a good listener requires more talent than most people realize. Try and think of a very good friend, one you really like or turn to when you have problems. What are this person's characteristics? It is most likely that this person is a good listener. What are the characteristics of a good listener? Even if you are capable of doing five jobs all at the same time while one of your colleagues is telling you something, it is a good idea to stop everything that you are doing. People find it frustrating if you continue to work while they are trying to tell you something.

Always remember to meet the other person's gaze and maintain good eye contact. Even if you look away for a fraction of a second, there is a risk that the other person will think that you are not concentrating on what they are saying. Raise your eyebrows and tilt your head slightly. If you hold your face with one hand and at the same time let one finger touch your cheek, it conveys a nonverbal message that indicates that you are listening ...