That is, how do we negotiate by listening, or exactly how do we listen? Your first reaction is more than likely "I already listen, of course I do." Odds are, you probably don't. Like most negotiators you think if you talk enough they will be convinced of both your savoir faire and your position and sign on the line. Listening is a multistep process. Of course first we have to stop talking; then we must actually listen to what the other person is saying; then, we must digest what they have said and be sensitive to it; and, ultimately respond to them in a positive way. read more