So, it’s in our nature as humans to want to be heard and understood, right? And it’s also human nature to want to go first. Correct?
Well, they say to be a successful negotiator, you have to learn to control that instinct. Letting the other person share their views first. As hard as it is for some of us, it has its benefits:
Listening means truly seeking to understand the other person’s point of view, and what motivates them. It surely doesn’t mean you shut your mouth and wait for the other person to finish talking when you can jump in and express your feelings/thoughts/beliefs.
Sometimes you may find that the other person just wants to be heard, and once they feel you’ve listened to them – truly listened – no further action is required. Your customer wants you to know he didn’t like the last speech you gave for his gathering. Your husband wants you to know he’d rather go on a fishing trip than shopping at the mall. And once you understand that, that’s enough.
If further discussion is required, the next principle will help you navigate sticky points with ease.