Active listening is crucial in negotiations as it helps in understanding what the other party truly wants. It involves making the counterpart feel safe enough to reveal their true desires and fears. This understanding can then be used to frame the negotiation in a way that benefits you. Active listening techniques include mirroring, labeling your counterpart's fears, and asking calibrated questions. It helps in establishing a connection with your counterpart, leading to a turning point in the negotiation.
Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our li...
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