Listening and Questioning

Listening and Questioning

Learn how honing your skills in listening and questioning helps you uncover the other party’s interests and, at the same time, make your own messages clear.


At every stage of the negotiation, two skills are essential to achieving a result that meets the needs and goals of your client. Those two skills are listening and questioning. In this lesson, we’ll show you why these skills are so important, and how you can use them to your advantage.

I. Active Listening

Skilled negotiators know that listening is the key to gathering information, testing assumptions, and finding out as much as they possibly can about the interests of their counterparts. The...