To Listen or Not Listen…
Knowing what you need to know is essential to negotiating well and deriving a better result. So, ask the right questions and then listen to the answers carefully.
Every major negotiation, domestic or international, succeeds or fails because people chose to listen or not listen to the other side. When not listening, most likely, they are also not asking the right questions.
Politicians may not listen to you to please their constituency. A business may ignore the other side to keep control of technology.
Listening (Cooperative posture) or intentionally not listening (competitive stance), both can be useful tools if you know what you want. Because at the heart of a good negotiating is to know your intent—what is that you want?
Technology and social media have made it easy to speak up loudly and often. Just because they are noisy does not mean you have to listen if they know not what you want.
Satish Mehta
Author, Speaker, Coach
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