![]() Many tools can be used in the negotiation process. If managed well, however, silence can help the other person to communicate.įigure 1 shows positions, interests, and needs and how they overlap. Most people are uncomfortable with silence. It is an effective way to make them feel like they are being heard and can delve deeper into the conversation, giving more details. Although we rarely do it, periodically summarizing what the other person has been saying is helpful. Find a way to encourage the other person to open up to you. Every so often, check that you have really grasped what the other person is saying before proceeding based on assumptions. Make sure you have understood everything you have discussed so far. Preferably, the conversation should be one-to-one, on equal footing, without any physical barriers such as a table, and with eye contact, to show the other person that what they are saying is important. ![]()
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