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Active Listening

active listening

It’s how you get what you want.

In hostage negotiation we always had a saying “What’s it going to take to get the hostage taker to come out? He’ll tell you.”  But you have to learn to do more than just listen passively or try to talk them into anything.   You have to work with what you get out of them to make a deal.

My company now teach this tactical negotiation approach in business.

Here’s how an employee used listening to get a salary offer 41% higher than expected: