Good negotiators know this secret: Persuade with your ears, not your mouth.
Instead of trying to persuade by telling and then telling some more, lead with your curiosity. Good negotiators listen for:
The reasons behind their position.
What they care about most.
Ways you can help them get more of what they care most about.
The standards they use to judge the quality of your offer.
Why what you’re proposing isn’t resonating.
Practice in low-stakes situations every day in order to master your listening skills and be better able to listen well in high-stakes situations. Build muscle memory for when you need it most. You become a good negotiator with regular practice.
These are the standards of practice that were promulgated by two national/international associations of family and divorce mediators, the Academy of Family Mediators (AFM) and the Association of Family and...By AFCC Salem
Professor Ian Macduff's July 29, 2021 interview as part of the Personal Histories in Conflict Resolution interview series offered by Mediate.com. Learn more HERE.By Ian MacDuff