Negotiate by Listening and Aiming for “That’s right”

Leadership is negotiation and getting people to agree on a common goal.

Agreement comes when people feel that they have been listened and understood.

This emotional connection can be achieved by first listening carefully, and then summarizing what you were told. Ask whether there was something misunderstood or missing. The goal is to reach such an understanding that the other person can give his voluntary agreement by saying “that’s right”.

Listening opposing views carefully is difficult, but helps reaching agreement, especially if at least part of the view can be incorporated to the outcome.

Source:

Andy Raskin: To Be a Better Leader, Learn This FBI Hostage Negotiation Tactic

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