Effective Listening Techniques

Here are some effective listening techniques suggested by Professor Ralph Cagle at the University of Wisconsin-Madison Law School: 1.  Want to listen 2.  Stop talking 3.  Don’t interrupt 4.  Pay attention 5.  Eliminate distractions 6.  Encourage your counterpart to...

Active Listening is Critical to Successful Negotiating

We arrived at the naval air station about a week before President Clinton was due to visit. Our job? On behalf of The White House, work with the base commander and the other military personnel to ensure Clinton achieved his objectives during his stay. Our first...

Clues that suggest person may be lying

Wouldn’t it be great if you could accurately assess whether your counterpart was lying when they said “I have an offer from XYZ Co. that is 10 percent greater than yours, so you will have to put more on the table if you want this deal?” It sure would be nice to...