Tips on How to Negotiate and Acquire Negotiation Skills

         Active listening is a buzz word in ADR circles, but for good reason.  Targeted questioning calls for answers to questions we already have, to promote our pre-existing goals.  Active listening, by contrast, is more open-ended.  The other party can drive that conversation.

         With active listening, we use open ended questions, show recognition of the other party’s feelings, values and perspectives, and acknowledge their worth.  A classic formulation is VECS: validate, empathize, clarify and summarize.

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