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  1. 1. : INTRODUCTION TO NEGOTIATION LISTENING FOR INFORMATION GROUP DISCUSSION SUMMARY BY CURIOUS MINDS
  2. 2. Listening is a cognitive process through which speech and information are retrieved by an individual through three basic steps: - hearing; - Understanding; - Judging . DEFINITION OF LISTENING
  3. 3. Active listening is an useful negotiation technique because: • brings people together; • develops trust; • makes negotiators focused and critical; • shows respect to counterpart; • learn counterparty proposals and strengths; • discover needs; • discover negotiator's position changes;• ; Finally active listening maximizes capability to understand other’s perspective and minimizes defensiveness between parties because you make conscious effort to hear not only words but also meaning behind them. IMPORTANCE OF LISTENING IN NEGOTIATIONS
  4. 4. Various web recourses to train active listening skill: http://www.trainingzone.co.uk/topic/trainers-tips-active- listeningexercises/143120 http://www.bbc.co.uk/skillswise/topic-group/speaking-and-listening https://www.udemy.com/blog/listening-skills-exercises/ http://tvncdi.org/documents/training-handouts/ActiveListeningExercises.pdf http://blog.trainerswarehouse.com/communication-and-listening-exercises/ HOW TO MASTER ACTIVE LISTENING

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