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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. This often happens because talking seems to be a way of holding control of the proceedings in a way that 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.

See also

Listening, Meaning, Questioning

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed