Listening is defined in the Merriam Webster Dictionary as, “to pay attention to someone or something in order to hear what is being said, sung, played, etc.”
It’s also used to tell a person to listen to what you are saying – to hear what someone has said and understand that it is serious, important, or true.
In discussions, we can get focused on getting our points out or explaining our side of the discussion and not listen to what the other side is saying. People sometimes talk over the other party or think about their next point instead of listening to what the other person is saying.
No listening effectively can be a serious downfall in your negotiations. You can miss something significant that the other side says and it may cost you in the overall negotiation.
For instance, I co-signed a lease for my daughter (the story I shared in the Fair and Reasonable tip) and told the landlord what I did for a living. He should have listened up when I said that because when he took almost all of my daughters deposit, I went into “negotiation mode” and coached her in the letter she wrote which got 100% of her deposit back.
Had he listened effectively and kept that in mind before he sent the extreme deductions from her deposit, he might have taken a different approach.
Take the time to listen to what the other side is saying. You might learn things that will enable you to adjust your strategy and create a better outcome than what you originally planned.
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired