"Effective negotiation is applied people smarts, a psychological edge in every domain of life: how to size someone up, how to influence their sizing up of you, and how to use that knowledge to get what you want."

The core of negotiationis not about arguing your point, but understanding the other party. Active listening involves fully concentrating on what is being said rather than just passively hearing. It requires:

By actively listening, you gather crucial information about your counterpart''s motivations, fears, and desires. This information becomes your leverage in the negotiation. Moreover, when people feel heard, they become more open to your ideas and more willing to collaborate.