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Thinking Like They Do

I thought that I would start by re-establishing my belief that the only way to really address what the other party wants and needs from you, and for you to get what you want and need from the other party is to talk in the language of interests. Interests are your...

Active listening skills

  Active listening skills are essential to eliciting interests from people. Here is an example of one method for getting beyond the obvious to uncover the other person’s motivations. Step One: Restate their words exactly as they said them It seems to me...