active listening

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A set of techniques for successful communication in your negotiations. By asking open-ended questions, seeking clarification, driving for specificity, and then demonstrating a grasp of what the other party has said, you both learn and project empathy with your counterparts‘ point of view. Typical active-listening questions include, “If I understand you correctly, you need…. Why is that important to you?; and, What specific concerns do you have about our proposal?; (Roger Fisher and William Ury, Getting to Yes [Penguin Books, 1991], 34)

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