Dec 30, 2021
Many people believe that negotiations are "all or nothing," and that there has to be one winner and one loser. Nothing could be further from the truth. While the goal of negotiation is most certainly getting what you want, the fact is that the best deals (the ones that stick) incorporate terms and ideas from both parties.
In business, negotiations tend to be viewed by many as zero-sum, adversarial conflicts. Negotiators, however, have many tools at their disposal that do not resort to negativity or hostility in order to support their positions.
Our guest in this episode shares how important this one skill that most of us learn as a child but never focus on developing–listening.
Dan Oblinger is a hostage-negotiator-turned-consulting-negotiator, the author of two books, “Life or Death Listening: A Hostage Negotiator’s How-to Guide to Mastering the Essential Communication Skill” and “The 28 Laws of Listening: Best Practices for the Master Listener”, and international keynote speaker. Dan coaches and consults with companies on internal negotiation programs, especially when active listening can enhance their deal-making.