Comment pouvez-vous écouter activement lors d’une négociation ?

I have worked as a buyer and seller. Negotiation is not winning or losing. It is about understanding the position and goals of the other party. The seller has to make money. The buyer needs the seller to remain in business. Active listening is all about making sure that each side can achieve their goals. Compromise and reasonableness should be goal one. During transparent negotiations, each party should be able to have honest, open dialog that drives to an agreeable conclusion. Active listening by both parties should allow both parties to win.

Apart from the obvious benefits such as understanding the details, the needs and the concerns, being an active listener is a form of respect given by ourselves to the other party. This will build that mutual relationship and a great foundation in future conversations with the same party.

In today's fast-paced and highly distracted world, staying focused and being an active listener has become increasingly challenging. With smartphones endless notifications demanding attention, it is all too easy to let our focus slip and miss out on valuable experiences and opportunities. However, it is important to recognize that by neglecting active listening, we are indeed missing out on a lot, regardless of our roles as students, employees, or business owners. By only being present in the moment and actively engage and listen, particularly to the conversation that truly matters, you will positively change your path.

When actively listening you are not only interpreting the other persons words, but also interpreting body language, tone, and facial expression. Mastering this skill allows you to gain insight into what the other side values in a deal. Active listeners are able to capitalize on that value and turn it into leverage during negotiation.

A tough negotiation like life is never perfect so you have to be flexible. Nevertheless, at the outset of a tough negotiation and after reviewing the initial draft I like to identify my big issues and listen to the other party to ascertain their big issues. Some negotiators on the other side will not want to disclose what’s important to them. That’s fine. By disclosing your big issues, you can be consistent, readily waive non-issues while building a reservoir of resilience on your big issues.

As the saying goes, listen to understand not just to respond. Try it all the time. You will learn more in general, and garner respect from the person you are listening to. It’s a great life skill and one I wish I employed more!

With today's remote work environment and people being in many different locations during a negotiation, I find it helpful to listen to the other party's concerns and then to repeat the concern. This ensures there is a clear understanding of what the concern is and why it is a concern. Being able to capture the exact item on an issue list being shared during the negotiation is helpful. This enables both parties to focus on the specific issue and work together to come up with a solution that is fair and acceptable to both parties.

First of all, put the damn phone away. Have the intention of actually listening, and not preparing a rebuttal. Repeat their points. Ask appropriate questions to determine intent and context. Focus is the key, eliminating distractions and having a quiet place without interruption. Mainly, you have to want to do it. Sometimes it is hard if people go down rabbit holes or make irrelevant comments. Refocus the conversation to keep it on point. Write things down. This is a skill, it is tough in this day and age of distractions so don't let your mind wander to somewhere else. Good luck!

So often people ask leading questions as opposed to open ended question. Open ended questions are key! Besides what you know, learn what you don’t.

Active listening is an ongoing process that evolves with experience and a willingness to adapt. Incorporating these additional elements can further enhance your effectiveness in negotiations.

Check yo’ self! While preparing for the negotiation with what you believe will be the other side’s expected positions is helpful, be mindful of these expectations during the actual negotiation to ensure you’re not responding to your own bias. If the other side is showing you different cards than you expected, you won’t be able to navigate through this successfully without understanding your bias that may have blocked you from seeing the different approach to begin with. Allow yourself to pivot without shame or judgement. This awareness can then turn into knowledge to not only help you overcome the current challenge, but add to your arsenal for the next negotiation.

How I transform listening into understanding: 🔁 Reflective Listening: I pretend it's a test. While a person is talking I prepare to provide a summary of what the person says. 👂 Intentional Focus: This self-imposed challenge of repeating back what's said sharpens my listening skills. 🌟 Active Engagement: Once I'm able to repeat the person's ask back to them in my own words, I know I understand. 📚 Comprehension Test: If I don't understand, the person will correct my summary. 🧠 Mindful Listening: I'm actively trying to understand. I'll respond later, maybe tomorrow. It's easier because I'm not worried about responding.

Listening is about respect. Be authentic, be genuine, be supportive. Have a few prompts ready: Why am I listening? What's going to change by investing my time listening? What can I do to support? When will feed back be appropriate? What can I learn. It's stressful enough speaking so be kind. Don't confuse talking with communication.

Active listening is not always an easy thing to pull off, particularly for those who are prone to being easily distracted (like myself), or have a chaotic work environment. The act of active listening requires undivided attention - think about the conditions (both physical and emotional) that lend well to being able to pay someone this kind of attention. Keep your phone on silent, make sure you are in the right headspace (and physical space) for a negotiation - basically do your prep work and create an environment for yourself that allows you to listen actively.

Active listening can be challenging especially in our fast paced environment. Be sure to set aside time and focus on the person you are engaged with and avoid distractions. Set aside your phone, laptop and any other device that can interrupt your focus and make sure you are giving your undivided attention to the person in front of you. This will show them you value their presence and also their conversation. Too often we try to multitask during these moments which have the opposite effect and create negative outcome.

Oh man- If, according to negotiation theory, understanding the counterparty's position and needs are paramount, it would follow that practice active listening will accomplish that. Furthermore, they'll communicate more if they feel they've been heard. Lastly, they won't be "hung up" on any particular issue like they would be if they didn't feel heard. They'll likely reciprocate and have a mutually engaged discussion, making progress substantially faster.

While negotiating, I have found useful opening up honest conversations primarily to understand the needs and concerns of the counterparty, an then to expose clearly my own. It’s important to listen carefully and really try to propose creative solutions that could make feel comfortable to both parties. These conversations usually tend to generate respect and mutual trust, achieving very good agreements including win win outcomes and great professional relationships.

One real important positive when you listen actively you often realise you share the same challenges listening actively helps focus on the issues that will make a difference to both parties and produce the positive outcome both are looking for.

Failure of negotiation needs to be accepted as one of the intended outcomes of negotiation. It is better to walk away than to walk into a disaster. Active listening helps understand whether to go ahead with the deal if yes on what terms and how to make the deal into a win win relationship.

1. Enhanced Understanding: Gain deeper insights into others’ perspectives, leading to clearer comprehension of their thoughts and feelings. 2. Improved Communication: By actively listening, you’re better equipped to respond thoughtfully, leading to clearer and more effective communication. 3. Building Trust: It fosters trust and rapport, demonstrating your genuine interest in others’ viewpoints and concerns. 4. Conflict Resolution: Active listening helps navigate conflicts by understanding underlying issues and finding common ground for resolution. 5. Stronger Relationships: It strengthens relationships by showing respect and empathy, creating a positive interaction dynamic. 6. Increased Learning

Negotiation is an art. First do your research on the market and get your story straight on the terms you need to achieve. Secondly research the tenant' performance / category etc and compare market to their terms. Thirdly give them the opportunity to position their view without interruptions, and when given the opportunity to respond, you do so based on data. Maintain a friendly and calm tone at all times, even with difficult negotiators.

Create Multiple options that give customers three choices for solving their business problems at three different investment and risk levels instead of just giving them one choice. The offers should be equal in your eyes but have varying value for the different buying influences in the customer’s organization. Provide 3 different options along the following guidelines: 1. A high-priced, high-value custom solution 2. A low-priced, off-the-shelf package 3. Something in between.

In my experience the most beneficial negotiation is when both parties can walk away feeling it was a fair and just negotiation. In general, parties to a negotiation are wanting different things and have different goals. The assumption, that in order to win one party needs to lose, is not correct nor a healthy way to approach a negotiation. The goal is to achieve what each party needs from the negotiation. To achieve this, one must enter the negotiation with an open mind and accept the fact that there can be many avenues to achieve their intended goal.

We were born with two eyes and two ears and only one mouth. Observe and listen in proportion. One thing I learned long ago for active listening is sitting posture works to benefit in active listening.

Active listening is a skill that takes time to develop and you need to practice. The best place to practice is during everyday life situations, treat every interaction with someone else as an opportunity to hone your active listening skill. Because the stakes are not as high as during actual negotiation, the stress factor is eliminated and it will be easier to pick up on the things you need to work on.