Chapter 5: Your Ears Are Your Most Important Tool


Good negotiating comes down to good listening. If you can’t hear, you can’t negotiate.

So, the negotiating team has done all its homework. It knows what its goal is. It knows which areas it’s willing to compromise on, and where it won’t budge. It has a general map of the negotiating process.

Time to talk, right?

No. Time to shut up.




Negotiate and Win. Proven Strategies from the NYPD's Top Hostage Negotiator
Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator
ISBN: 0071737774
EAN: 2147483647
Year: 2003
Pages: 180

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