- Negotiations Collective
The way you listen is how the story is told.
The way you listen is how the story is told.
Your level of listening coupled with well-designed questions will determine how much information someone shares with you.
Whether it's in hostage negotiations or business negotiations, learning the other person's interests is critical to success.
Most people tend to share slowly over time. Listen to the what they are saying or not saying. Listen to the specific words they are using. It all tells you something.
Discovering someone's true interests will enable you to come up with better options. Better options lead to success.