Negotiations require keen listening skills
By Paul Teague -- Purchasing, 5/9/2006 2:00:00 AM
If you’re going to talk someone into agreeing to your terms in negotiations, the first step is to listen.
That was the message Jim Kiser, vice president of operations, and Linda Michels, chief operating officer, of ADR North America gave to a packed meeting room at the ISM Annual Conference in Minneapolis Tuesday, May 9.
In fact, it’s not only listening, it’s empathetic listening—conveying your interest in what they have to say and your understanding of their needs.
“Listening and hearing are separate activities,” Kiser said. “We listen to only about 25% of what we hear.”
How to become a good listener? Kiser says the first rule is to stop talking. Other tips: Use body language. Kiser said good listeners and negotiators face the other speaker, lean forward, make eye contact, take notes and ask questions.
Michels told the audience “to create an aspiration level.” She said doing so, in combination with pre-negotiation preparation, gets the other party to focus on your agenda and your likely next move.
“Good negotiators have high goals, they’re controlled, give few concessions and stick to or near to demands while they focus on key issues.
“Establish what your key principles are so you can move forward,” she said.
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