Effective Listening Techniques

Notes on Negotiation
Submitted by Marty Latz, Latz Negotiation Institute

Here are some effective listening techniques devised by Professor Ralph Cagle at the University of Wisconsin-Madison Law School:

1.  Want to listen

2.  Stop talking

3.  Don’t interrupt

4.  Pay attention

5.  Eliminate distractions

6.  Encourage your counterpart to tell you more

7.  Don’t mentally argue when someone is speaking

8.  Defer judgment

And try the “Parrot Approach” which involves repeating back short summaries of your negotiation counterpart’s key thoughts, ideas or feelings.


Marty Latz is the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, a Web-based software company that helps managers and negotiators more effectively negotiate and implement best practices based on the experts’ proven research.  He is also the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press 2004). He can be reached at 480-951-3222 or Latz@ExpertNegotiator.com

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