One of the most overlooked aspects of negotiation is the ability to listen. Many of us focus so much on what we want to say that we miss critical information from the other side. Active listening means giving the other party your full attention, acknowledging their points and asking clarifying questions. This not only shows respect but can also reveal opportunities for compromise and mutual gain.
For example, if a colleague expresses concerns during a negotiation, instead of immediately countering, ask questions like, "What are your main priorities here?" or "How can we address this issue together?" Listening actively allows you to understand their needs better and respond more effectively. This can shift the negotiation from a confrontation to a collaborative problem-solving session.