Listening Skills - Negotiation Tools

The number one skill for negotiators is communication. And listening skills are the most important aspect of communication.
If you want to succeed in negotiation, you MUST get good at listening. So, this is what I talk about here.
Watching this video is worth 2 Management Courses CPD Points.
(See below for more details)
This video is part of course module number 5.2.3
Program 5: Managerial Skillset
Course 2: Negotiation
Section 3: Tools for Negotiators
Other videos about Tools for Negotiators include:
- How to Ask Questions
… https://youtu.be/uy2fS0MhmAQ
- Empathic Negotiation
… https://youtu.be/mYBAFvl8JO0
- Influencing and Persuading
… https://youtu.be/fLXJzjIWUoM
- Force Field and PMI Analysis
… https://youtu.be/NPtN1YREA5w
- MOSCOW Analysis
… https://youtu.be/-UaczoKrjvk
- How to Handle Deadlock
… https://youtu.be/jj62GodhUpg
- How to Handle a Breakdown
… https://youtu.be/-ZqphBpceIs
Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles: of Negotiation https://youtu.be/FiEneNag8cI
LESSON NOTES
The most powerful communication tool
Your greatest asset in:
• Gathering information
• Building rapport
• Influencing and persuading
Listening levels
• Pretending
• Selecting
• Attending
• Empathizing
Good listening:
• Curiosity
• Face them
- Eye contact
• Put Yourself out of the way
- Suspend judgment
• Turn down your inner voice
• …and still your body
- Fight the fidget
• Become aware of your listening
- Do not interrupt
- Notice the non-verbals
- Tone of voice
- Body language
- What are they not saying?
• Listening signs
- Smiles, nods, gestures
- Ah-ha, I seem, yes
When they stop…
• Pause
- Silence
- Thinking
• Repeat – then rephrase
• Three-word repeat
RECOMMENDED EXERCISE
1. Start to notice the quality of your listening throughout your day - and throughout important workplace conversations. And, of course, during any negotiation. At what levels do you listen? (2 MC CPD Points)
2. Next time you are in a conversation, pay attention to your listening. Tune it to the right level (attending or empathizing) for the situation. (2 MC CPD Points)
3. Practice your listening whenever you can - for two weeks or more. (2 MC CPD Points)
4. Now practice your pause after they finish speaking. Again, practice this for two weeks or more. (2 MC CPD Points)
DOWNLOADS
Free Resources
- CPD Tools - https://gum.co/MC-CPD
Paid resources
- Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 2 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 10 MC CPD points
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Note:
Links to our book recommendations are affiliated through Amazon
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