Talking too much

Disciplines > Negotiation > Negotiation mistakes > Talking too much

Description | Avoiding it | Taking advantage | See also

Description

A common mistake in negotiation is talking too much and listening too little. Listening seems to be a way of holding control of the proceedings and allows you to make your points.

In negotiation, information is power, and when you are talking, you are providing the other person with useful information.

Avoiding it

Learn to listen. Start by listening to yourself and pondering about what you are really trying to achieve. This, in itself, can be a startling revelation. Then think about what the other person is hearing, and the meaning they are deriving from what you say. Watch also the questions they are using -- are they pumping you for information that they will soon use to their advantage?

Taking advantage

Learn to listen to others in a way that gets you the information that you need. Learn to ask questions that opens them up to providing useful data. Good listening will also create rapport and bonding, where the other person comes to like you more and hence becomes more open to your ideas when it is your turn to speak.