A recent Wall Street Journal article brought home to me again the importance of listening for successful negotiating. Journalist Masada Siegel reported interviewing Glen Cohen, a retired hostage negotiator for the Israel Defense Forces. For a hostage negotiator, listening can mean life or death. Cohen says the biggest mistake to make is to jump to the last step in the negotiation: behavioral change. To achieve behavioral change, the negotiator must...
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Talk Less, Listen More, Negotiate Better
