Hearing is passive but listening is active, and some people need to learn to be a good, attentive listener. The following rules of attentive listening will help you to become a successful negotiator:
• Be motivated to listen
• Be alert to non-verbal cues
• Do not interrupt the other party when they are speaking
• Fight off distractions
• Write everything down
• Listen with a goal in mind
• Give the other party your undivided attention
• React to the message, not the person
LO 3, AC 3.3
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