A good negotiator is a good “listener”. God gave us two ears but only one mouth so that we listen twice as much as we talk.
We should do it with interest. And actively. Negotiations tend to unfold in the following manner: A presents its position, B is so busy thinking what to say that it does not actually listen. B presents its position, A thinks B did not respond to what it said and wonders how to repeat it.
B also concludes that A did not listen as it should have and thus repeats its position, and so on, creating a dialogue between deaf people.
Listening is not the same as hearing. It implies the use of ears, eyes and heart to perceive the intention, the emotion and the feelings of the opponent.
Effective listening is not valued culturally. More frequently the speaker is valued more than the listener. There is the false notion that the one who speaks the most, knows the most… but it should not be forgotten that the one who speaks most also makes the most mistakes.
Listening is the most economic concession you can make to your opponent during negotiations. We all have a deep urge to be understood. When we satisfy this need, we create an opportunity to change the course of the negotiation. Listening allows opponents to air their thoughts, thus making them more willing to listen to you.
These are some recommendations:
- To be able to listen properly, you should first admit the fact that the others also think that they are right.
- The first thing that must be done is: be quiet.
- Secondly, you should not prepare a response while listening; try to understand the opponent in the same manner the opponents see themselves. Do not interrupt.
- Take notes. It is important. It helps gain time for thinking, it transmits your interest and avoids confusions, misunderstandings and important oversights.
- Maintain visual contact, write the questions that need to be answered, use body language to show attentiveness. Do not be distracted.
- Paraphrase. Show that you do understand.
- Acknowledge the opponent’s point of view. This does not necessarily mean you agree with the other person, but that you accept that their point of view is equally as valid as others and it implies the following: “I understand how you see things”. Also acknowledge his/her emotions. Do not ignore them.
- It is better to ask than to affirm. Affirmations tend to provoke resistance. Questions allow the other party to explain their needs and wishes. The moment you begin to share their feelings and impressions, you start closing in on the result. In the negotiation simulator ‘Merchants‘, the importance of communication is highlighted in order to locate the interest of the other party, that allows both parties to reach an agreement.
What other recommendations can you share?
Ranjeet Agrawal
Ranjeet Agrawal
1. Never make the first offer.
2. Never make a quick-deal.
3. Never disclose your bottomine.
ASHISH KUMAR UPADHYAYA
ASHISH KUMAR UPADHYAYA
1. After listening, summarise your understanding by telling on points you agree (with condition or without) and not agree with your point of view.
2. Post listening, if you covey other on his feeling which you also relate with , helps in big way to have quick settlement.
3. Listen again on your view point on the disagreed views of other and try to convince with logical reasoning and if required backed by past real experience/example/story.
Kalimuddin
Kalimuddin
1. Recognize the value of relationship with your counterpart.
2. Develop a reputation of reliability.
3. Align your negotiation goal with your organization’s goals.
Kanwaljit Singh
Kanwaljit Singh
We should come prepared for negotiation. We should have one benchmark below which we will not exceed. That must not be disclosed. Similarly opposite party also had one level below which he will not agree. Try ascertain that point..
What alternatives if party does not agree?
bibhu dhar pandey
bibhu dhar pandey
During negotiation on any matter, one should do his homework properly, i.e. he must be aware of technical aspect as well as market trends. He should also know the benchmark which will help him to put his last words.
Rajesh K Verma
Rajesh K Verma
Asking Questions / Probing helps develop empathy which would lead to instant acceptance of each other point of view and negotiation is better leveled.
May use LAPACT technique : Listen, Acknowledge,Probe, Accept, Confirm and Thank
Do not forget that the non-verbal communication / behaviour during negotiation will determine the output.
Sanjay Kaushik
Sanjay Kaushik
Always keep one good example/ references from your past experience ready which you can cite to bridge the gap and create confidence/trust with the buyer. Go prepared to face the worst outcome so that there are no surprises
Mamta Ganatra
Mamta Ganatra
Negotiation is to understand what is offered and ends where both parties are at win win situation.
FLAVIO FREITAS
FLAVIO FREITAS
The best negotiation is when it has a competitive environment. If there is no such possibility, try to take something that you can add as a business opportunity, thus demonstrating that it is Worth to the other party to be more flexible in the negotiation.
pulipaka mallesh
pulipaka mallesh
Negotiation skill is very important not only in commercial dealing but also equally important in day to day working
Iqbal I Ahmad
Iqbal I Ahmad
We should enter into a negotiation with all the required information about the other party and their expectations.
Prepare our offer mix options to suit their expectations and taking care of their interests.
Be clear on your most competitive offer point and know their best alternative
Listen to their view point and try to build your offer mix by getting them to agree to your point of view.
Highlight their interest and how we can take care of the same with our offerings/solutions.
Samir M Mujavar
Samir M Mujavar
It is very much important how we start the negotiation and how we close the deal. Summarizing all aspects discussed and highlighting the points of objections.
mohan patra
mohan patra
I think, good example’s/ references is always help you while the negotiation process. also present of mind is very important in this .
Dhirendra Das
Dhirendra Das
Negotiation start with the understanding of the need of both and information on this in vital. Reference of past experience added in negotiation . The value addition need to be clear and understood .
Eric M
Eric M
Being prepared is critical. It is important to know your facts but be open minded and aware that more than one point of view is possible. Also thinking thru options of possible mutliple preferable outcomes is helpful.
Farrah
Farrah
In my experience authenticity is key in finding a win win and ultimately strengthening relationships, which helps in future negotiations.
Nitin Mahajan
Nitin Mahajan
For Negotiation 3 important points are as under :
A)First important aspect :
i)Know thyself
ii)Know other person in Negotiation
iii)Know the situation
B)Fall in love with the rule of 3
C)Use BATNA /WATNA in the best way to one’s advantage
T.Venkatachalam
T.Venkatachalam
In a negotiation there is nothing called Win Win Situation. Ultimately one is a looser !!!
Communication is very essential.
Govind Khandade
Govind Khandade
Negotiations always require preparations and keen understanding of the preposition, hence we should listen more at the same time take pauses at right time while explaining, thus giving other person room to accomodate our requirements before responding.
Mehul Patel
Mehul Patel
Every negotiation start with distinct expectation of consumer and marketer. Negotiation process help to bridge the gap between expectation of Marketer and supplier and reach to mutually agreed point.
Krishnakumar
Krishnakumar
Negotiation skills includes Listening, effective in verbal communication, reducing misunderstanding, may solve dealing with difficult situation
Ashish Ladha
Ashish Ladha
A successful negotiation is all about reaching a common ground, where both parties feel that they have won. It is important to understand the key concerns / viewpoints of the other party. How to address those may vary from what the other party is asking for. As long as these concerns are addressed in fair and equitable way, consensus can be achieved. It is also important to have small wins, during a long negotiations, so that the commitment from each party increases. Lastly, it is important to understand what is your leverage / strength in the negotiation and play accordingly. e.g. if you are not time pressed, you may afford to delay the process. If you are more knowledgeable than another party, then use this to your advantage.
ANAND BAGARIA
ANAND BAGARIA
It is always better to ask than affirm . Listening is the key to successful negotiations.
Atul Sahu
Atul Sahu
1) Research shows that we speak at a rate of about 125 words per minute, yet we have the capacity to listen to approximately 400 words per minute. So what are we doing with that extra space in our minds when someone else is talking? Are we really listening?
2) We are losing our listening. We spend roughly 60 percent of our communication time listening, but we’re not very good at it. We retain just 25 percent of what we hear
3) Listening is essential to fulfilling relationships. If you are experiencing challenging interactions or you want your connections to deepen, reflect on how you can improve your listening skills.
4) Effective listening develops empathy, which is the capacity for a deep understanding of another’s experience. And isn’t that what it takes for a relationship to thrive? It’s as simple as paying attention.
5 “So when you are listening to somebody, completely, attentively, then you are listening not only to the words, but also to the feeling of what is being conveyed, to the whole of it, not part of it.” –Jiddu Krishnamurti
CAPT SIDHARTH CHAUDHARY
CAPT SIDHARTH CHAUDHARY
Very rightly pointed out, I often start preparing my answers when listening to others in negotiation, this distracts my attention.
Nirav Patel
Nirav Patel
1) Listen carefully when matter is on discussion mode.
2) Never jump to conclusions before proper analysis.
3) Always calculate pro & cons before finalized the negotiations deals.
Ashutosh Bajpai
Ashutosh Bajpai
Be active listener of the other party .
Figure out points, critical for the other party
Address their issue precisely and in a simplified language.
Ashutosh Bajpai
Ashutosh Bajpai
Listen Actively
Address the issues precisely
Use simple language
Durga Hembram
Durga Hembram
A structured / organized discussion will land up at win-win situation only when we listen carefully and respond with spirit. As because party is indirectly or directly mean to “Business partner” and also plays a vital role in flourishing our business goals.
Satyaprasad Das
Satyaprasad Das
To make good negotiation and to become a good negotiator, one must listen effectively which comes from opponents mouth & body languages. Many things people communicates by not saying but giving various presentation from their body postures. We need to practice more for listening others.