Cambodian Mekong University

1. Cambodian Mekong University How To Become a Better Negotiator CHAPTER 4 LISTENING AS A PRIMARY NEGOTIATING SKILL www.clubniset.wordpress.com

2. Content • WHAT IS LISTENING? • LISTENING RULES • REFLECTIVE LISTENING • A TIP ON TAKING NOTES • THE COST OF NOT LISTENING

3. LISTENING WHAT IS LISTENING? hears interprets evaluates reacts • Better listening can mean less paperwork. • Leaders in better listening will improve the flow of upward communication. • For negotiators, better listening improves decision making and problem solving. • After 10-minute average listener retain only half of what was said. • 48 hours retain only 25 percent of the information they heard.

4. LISTENING RULES Improve your listening ability: • Ignore distractions. • What’s in it for me? • Focus on content, not delivery. • Argue or judge until you’ve heard everything. • Be alert to central themes, not random facts. • Take notes, but keep them to a minimum. • Approach listening as a conscious activity something you work at.

5. Don’t react to emotionally charged words or expressions these will confound your concentration. • If you want members of your staff to become better listeners, ask for it. Let people know how important listening is. • After ask each person to describe what he or she heard and remembered of the session.

6. REFLECTIVE LISTENING Reflective listening: it take some practice before you get good at it. • Reflective listening says to the person you’re listening to. • It also allows you to check what you believe you heard against what was actually said. • This can both build rapport and avoid misunderstandings.

7. A TIP ON TAKING NOTES In negotiations it is often useful to write down points of agreement as they are made.

8. THE COST OF NOT LISTENING To improve your listening: • have a positive attitude • a willingness to work at it. • Good listening is not just a matter of hearing.

9. THANK YOU !!