Great listening doesn’t come easily. It’s hard work. There are two major types of listening skills: attentive and interactive. The following attentive listening skills will help you uncover the true messages your counterparts are conveying.
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Be motivated to listen. Knowing that the person with the most information is usually the one in control of a negotiation should give you an incentive to be a better listener. It is wise to set goals for the amount and type of information you hope to receive from your counterpart. The more you can learn, the better off you will be.
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If you must speak, ask questions. To get specific, useful information and uncover your counterpart’s needs and goals, you have to continually ask questions. By moving from broad to narrow questions, you will eventually acquire the information you need to make the best decisions.
