Great listeners are great negotiators

Great listeners are great negotiators

Every negotiation can be made smoother by making a conscious decision to listen more intently.

It’s important to enter a negotiation with clarity about what you want and why you’re entitled to it. But you may be overcomplicating these discussions by not consciously listening.

Here’s three ways to shift your approach:

1. Encourage the other person to lead – to talk through their position. Relax and listen to where your positions align and differ. Then, focus only on the differences.

2. Listen out for ‘patterns of behaviour’ – with people you negotiate with regularly, prepare what you’ll say to one of their ‘typical responses’.

3. Quiet the noise – if you’re struggling to think clearly, notice if people aren’t listening to each other. Pause, call time out, then reset the conversation.

These shifts can simplify your negotiations and help you get what you want with ease.

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Negotiator Profile Quiz

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  • This tool will give you an understanding of what type of negotiator you currently are.

    The questions will take just a few minutes to complete, and you will receive an outline of your negotiator profile at the end.

    To complete this free questionnaire, please fill your details into this form.

Negotiator Strengths Self-Assessment

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It’s time to identify where your negotiator strengths lie, and to discover where you should focus your energy to improve your business negotiation capabilities.

This self-assessment is about the negotiator you are today, not the one you want to be, so as you work your way through each statement, sit in it, take your time to reflect on your typical response and give it a true assessment rating. It may be challenging but be honest.

Assessment Scale

Read through each question then think about how much the behaviour or situation sounds like you.

Consider if this sounds: least like you; a bit like you; or like you most of the time – in most situations around and at the deals table.

Take your time, but don’t over think it.

Below each question select how you score it on this scale:


1 = Least2 = A Bit3 = Mostly