When All You Hear Is “No”

Active listening is an essential strategy for negotiating with difficult people, as discussed in this valuable post from At Counsel Table,

At Counsel Table

gtreHave you ever found yourself negotiating with a brick wall? Maybe not a wall, but an opponent, coworker, spouse or five-year old so entrenched in her position that it seems to take a herculean effort to procure even the slightest movement?

I’ve previously quoted from the slim but powerful text about negotiation strategy, Getting To Yes. One of the authors of that landmark, William Ury, subsequently wrote Getting Past No: Negotiating With Difficult People. I don’t know about you, but anyone who doesn’t go along with my program is clearly difficult.

Ury developed a five-step strategy for making progress with these . . . er . . . difficult people. The first step is to take your own emotions out of the equation; this will help prevent you from reacting without thinking, which can immediately stall or even end productive negotiations. Ury calls this Going to the…

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Secrets in the courtroom

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Holiday parties are listening opportunities

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Little books about little writing are everywhere these days. The one that I can’t put down right now is Verlyn Klinkenborg’s Several short sentences about writing. This book takes on the dogmata of writing instruction in both its substance (outlining is overrated--gasp!) and its style (poetic prose or prose-like poetry; whatever it is, it’s more … Continue reading Lawyers: listen to your writing

Listening to nonverbal cues

Effective listening captures information that can’t be gotten any other way. A previous post talked about the rich information found in spoken “discourse markers” that help structure and annotate speech content. Another rich source of information is nonverbal cues. Lawyers who want to glean the most information from their communication encounters should be attuned to … Continue reading Listening to nonverbal cues