« How Effective Listening Improves Negotiation Results - Audrey Parker »

In Chapter 5 of 15, energy efficiency consultant Audrey Parker shares why listening can be an effective negotiation tool. In a multi-party negotiation, questioning approaches can uncover each participant's interests and perspectives. Once perspectives are known, the negotiation may move toward a better understood consensus that may still be framed differently to each party seeking a different angle on a common agreement.