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Listening
The most important thing
in Negotiation Skills:
Negotiation
is the paradox of communication. Few of us have problems
putting communication skills to work in everyday life.
But when it comes to negotiating, communicating is a
whole new game. According to the experts, if you don't
feel good about how you communicate, you probably don't
feel confident about your ability to negotiate and/or
sell.
The
most important skill of all is listening. But following
are the other important points to be considered:
- Ignoring
- If you think you would never ignore someone
you're conversing with, think again. Almost everyone
has been at a networking-type of reception with hors
d'oeuvres and drink in hand. Two feet away and face
to face stands a person you've just met. Are you listening
to what he is saying or assembling your own thoughts
for when it's your turn to speak?
- Pretending
- How many times have you been on the phone talking
to a friend and found yourself making courtesy grunts
such as "uh-huh" and "yes?"
- Selective
listening - As a negotiator, you should be paying
attention to all, not just parts, of the conversation.
Selective listening leads to missed opportunities.
- Attentive
listening - You can achieve this level only by
using all components of listening: keeping an open
mind, responding, being non-judgmental.
- Empathic
listening - This happens when you prove to the
person in front of you that you are truly listening,
by overtly showing your responses like a nod of the
head and an emphatic yes or no.
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