Business Negotiation September 17, 2012

3 Tips for Being Listened To

In a world where people have little time to spare and short attention spans, it’s not easy to be heard even when your ideas are good. You have to earn the right to be heard through the give and take process of negotiating with others. The behaviors, habits, and approaches we’ll cover next will set the stage for being heard and listened to in every negotiating situation.

Tip #1: Don’t shoot from the hip. When someone asks for your opinion or position and you are not ready to comment, have the courage to say so. We pay too high a price for expressing ourselves before we think things through. If we are wrong, our credibility suffers and with it our power to influence.

Tip #2: People don’t waste affection on those who habitually resist or say “No” to ideas proposed to them. They reciprocate by rejecting you or not listening when you speak. Criticizers are never appreciated. Those who don’t get in the way and who, instead, help move things along are welcome.

Tip #3: Don’t hope for the best. People will not accept your brilliant thoughts the moment you utter them. Give acceptance a time a chance to work. Having others listen and be influenced takes time and repetition. Be prepared to say what you wish to impart several times at different meetings if you want to increase the probability of acceptance. People are reluctant to give up the “old friends” in their minds for your “new friends” on a moment’s notice. Let “acceptance time” do some of the necessary work in changing their minds.

You have more influence than you think. Today, what captures the attention of others at work are the tools, techniques and trends that will provide a competitive advantage in the race for economic security and survival. Those closest to the frontiers of knowledge who are smart enough to impart it will be the best listened to. Theirs is the power to teach us how to use the new technology and the many applications they give birth to.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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