The Art of Active Listening for Successful Negotiations | TEDxSanDiego
Key insights
- π€"We think of negotiation as being about talking. In fact, it's really about listening. If you study the behavior of successful negotiators, you find that they listen far more than they talk."
- π§The power of listening can lead to breakthroughs in conflict resolution, even with high-level leaders like the President of Venezuela.
- π§Listening is key in negotiation because it helps us understand the other side, build rapport, and make it more likely that the other person will listen to us.
- πΌWilliam Ury's example of listening to Abilio Diniz in a legal dispute highlights the importance of listening not just to what's being said, but also for the underlying emotions, feelings, and needs.
- π§Listening to the deeper needs of the other side can make negotiations easier and lead to a satisfying settlement.
- π¬"In a world where everyone is talking, the most radical act we can do is to listen."
- πWhat if we chose leaders based on their ability to listen, not just talk?
- πThe gift of being heard is one of the biggest gifts we can give anyone, and it has the power to transform our relationships, families, and world for the better.
Q&A
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Why is listening important in negotiations and conflict resolution?
β Listening is crucial in negotiations and conflict resolution because it helps us understand the other person's perspective, build rapport, and increases the likelihood of the other person listening to us.
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What did Ury suggest during his meeting with the President of Venezuela?
β Ury suggested proposing a truce during Christmas to advance peace after listening to President Chavez and understanding his perspective.
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How can genuine listening be achieved?
β Genuine listening involves putting ourselves in the other person's shoes, tuning into their wavelength, and listening not just for what's being said, but for what's not being said, including underlying emotions, feelings, and needs.
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What was Abilio's deepest need during the negotiation process?
β Abilio's deepest need was freedom, and once this was understood, the negotiation process became easier and resulted in a settlement that left both sides satisfied.
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How can conflicts be prevented?
β Conflicts can be prevented by promoting listening as a core skill in schools and all aspects of life, as teaching listening can lead to a happier and more peaceful world.
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