Good negotiators know this secret: Persuade with your ears, not your mouth.
Instead of trying to persuade by telling and then telling some more, lead with your curiosity. Good negotiators listen for:
The reasons behind their position.
What they care about most.
Ways you can help them get more of what they care most about.
The standards they use to judge the quality of your offer.
Why what you’re proposing isn’t resonating.
Practice in low-stakes situations every day in order to master your listening skills and be better able to listen well in high-stakes situations. Build muscle memory for when you need it most. You become a good negotiator with regular practice.
From Arnold W. Zeman's blog One of the trenchant observations made by Bush and Folger in the transformative practice literature is how much mediation theory has relied on the negotiation...
By Arnold W. ZemanKluwer Mediation BlogHow many of us share the experience I have had – sitting on the last train home, late at night, with a day’s mediating behind me and no...
By Bill MarshWith armed conflicts trending upward again and proving increasingly complex, the challenges are also mounting for mediators working to resolve them through negotiations. Newly developed guidance from the United Nations...
By United Nations Nations