2. Listening is a cognitive process through which speech
and information are retrieved by an individual
through three basic steps:
- hearing;
- Understanding;
- Judging .
DEFINITION OF LISTENING
3. Active listening is an useful negotiation technique because:
• brings people together;
• develops trust;
• makes negotiators focused and critical;
• shows respect to counterpart;
• learn counterparty proposals and strengths;
• discover needs;
• discover negotiator's position changes;• ;
Finally active listening maximizes capability to understand other’s perspective and
minimizes defensiveness between parties because you make conscious effort to
hear not only words but also meaning behind them.
IMPORTANCE OF LISTENING
IN NEGOTIATIONS
4. Various web recourses to train active listening skill:
http://www.trainingzone.co.uk/topic/trainers-tips-active-
listeningexercises/143120
http://www.bbc.co.uk/skillswise/topic-group/speaking-and-listening
https://www.udemy.com/blog/listening-skills-exercises/
http://tvncdi.org/documents/training-handouts/ActiveListeningExercises.pdf
http://blog.trainerswarehouse.com/communication-and-listening-exercises/
HOW TO MASTER ACTIVE LISTENING
