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The Five Golden Rules of Negotiation by Philippe Korda

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Develop Your Listening and Observational Skills

Top negotiators are not all great orators. However, they are always people who possess an exceptional capacity for listening, observing, and spotting details that will prove crucial by the end of the negotiations. To develop this ability to listen and observe, it is useful to develop three levels of listening and to learn to read the different signals that a buyer sends out.

Developing the Three Levels of Listening

The basic level of listening relates to the immediate meaning of your counterpart’s words. In the midst of the lively flow of conversation during negotiations, it is often difficult to accurately and confidently identify the meaning of the other person’s words. The only way of ensuring ...

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