Tip 1-Negotiating through active listening

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According to Fisher and Ury in their book ‘Getting to Yes’, there are three major problems in communication. 

  1. People may not be talking to each other. Frequently, when parties are disputing, they have given up on talking to each other and no longer trying to attempt any serious communication.
  2. People do not pay enough attention to what other people are saying. This leads to misunderstandings which are compounded not only by different languages but also cultures. 

So what is the solution ?

Fisher & Ury talk about active listening. Active listening involves acknowledging what has been said and question your assumptions. Understanding is not agreeing but you need to demonstrate to the other side that you understand their point of view, and this will in turn make them open to listening to your point of view. 

This reciprocity is hoped will lead to maximizing your chances of having a constructive solution to the problem. 

Written by #Sofia Parastatidou (copyright and all other rights reserved).

For further details of our negotiation classes send an email to interlawconferences@gmail.com or fill in the form below. 

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