Active Listening and Open Ended Questioning in Negotiations

Two key important factors in a negotiation is practicing active listening skills and asking open ended questions.
Active listening in a negotiation isn’t simply paying attention to what someone is saying, nor is it adding an “uh-huh” into the conversation every now and again. Active listening requires an active mind; it requires a degree of empathy to help you fully understand what the other person is trying to say.
Open questions tend to be perceived as less threatening than closed questions because they give negotiators latitude to decide how much information they will share. They also encourage negotiators to provide detailed answers rather than one-word responses.
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