Evaluating the Importance of Listening in Negotiation Results

What if the next time you’re in a sales pitch, you zip it? Yep, I said it. Close those lips. 🤐 We're in a world plastered with motivational posters screaming, “Speak up! Be heard!” But I'm here throwing down a challenge—can you win the deal in dead silence? Welcome to the School of Shut-Up-and-Listen! The Art of Silence: Every sales pro talks. Only the brave listen. Active listening means that you’re decoding emotions, understanding concerns and reading between the lines. It’s where you hear the client’s unspoken needs. Golden Pauses: Have you ever noticed how a pause, just a few seconds long, can make someone spill their strategy, budget constraints or real desires? Silence is where the magic happens—it gives others space to reveal more than they intended. The Echo Technique: When you talk, make it count. Echo back what your client just said. “So, what I’m hearing is...” It shows you’re not just waiting your turn to speak; you’re engaged. It builds trust, and in sales, trust is the currency. Don’t we all know a sales guru who landed a massive deal by not pitching at all in the first meeting? They just listened, asked questions and let the client lay all the cards on the table. I imagine that during the second meeting, they tailored the pitch so perfectly to the client’s expressed needs that resistance was futile. Why does this approach work? ✔While your competitors are busy pitching, you’re understanding the client’s pain points to a T. That’s an advantage they won’t see coming. ✔In a world of endless noise, being the person who can appreciate silence stands out. It makes you memorable. ✔High-pressure sales are out; consultative, client-focused approaches are in. Listening reduces the pressure, making your client comfortable enough to open up and eventually sign on. The next time you’re in a negotiation, harness the power of shutting up. The less you talk, the more you learn. #ActiveListening #Sales #CargoMargo

Last night I watched the presidential debate between former President Trump and Vice President Harris. Leaving the politics aside, the debate provided valuable insight into my role as a deal lawyer.   On their face, one might think that debating and negotiating are similar exercises. They both involve opposing parties, making arguments in support of positions, and responding to the points raised by the other side. The similarities, however, end there.  Fundamentally, a debate and a negotiation are two wholly different endeavors. A debate is a zero-sum game for a single prize, where any gain by one party is a loss to the other.  A negotiation, on the other hand, involves two parties contracting to reach a mutually beneficial agreement. A debate, while nominally between two parties, is primarily for the benefit of the viewers watching the debate. In a negotiation, however, there is no judge, only the two parties negotiating with each other. These fundamental differences explain why a highly effective debater may be a poor negotiator. A good debater listens to the arguments of the other side in order to find weaknesses and craft the most damaging response. A good negotiator also listens to the other side, but does so to understand what is important to the other side so those core concerns can be addressed in a way that is acceptable to the client, including through a new solution not contemplated by either party. Lawyers tend to be known as people who love to argue/debate, but in my experience, people who love to argue often make for poor negotiators. I see this phenomenon in negotiations where opposing counsel continually interrupt the other lawyer rather than truly listening and understanding what they are trying to say. In more egregious examples, I have seen lawyers totally lose their cool and just start yelling. In general, these are poor negotiation techniques.  In most cases, each party to a transaction has valid concerns, and the only way to find a solution to those concerns is both by talking and really listening. The alternative – trying to bully the other side into accepting your position – rarely works and leads to enmity between counsel which complicates deal execution (and results in angry and exhausted parties, which is a bad result for two parties that will have an ongoing relationship after closing the deal). So I always train my junior associates to be respectful and decent to opposing counsel, to really listen to their points and try to understand their positions before formulating a response. This model of negotiation generally produces better outcomes for all parties and facilitates smooth deal execution, in addition to making our work as lawyers much less emotionally taxing. Fortunately, the #FundFinace industry is made up of kind and decent folks, so following this advice is usually not difficult in my practice. Feel free to use the comments to add any of your insights into effective negotiation techniques!

Most leaders listen. Great leaders uncover the unspoken. 93% of communication isn’t in the words people say. If you’re only hearing words,  you’re missing the real message. Great listening isn’t about hearing. It’s about uncovering the pauses, the tone, the hesitations. Most people think they know what they want,  but true needs are often hidden behind words. That’s why great leaders don’t just listen.  They uncover what others are afraid to say. I used to think I was a great listener. Until someone told me, “You only hear what you want to hear.” That stung, but they were right. I wasn’t listening. I was waiting to talk. And it was costing me trust, opportunities, and relationships. When I started paying attention to what wasn’t being said, everything changed. Conversations went deeper, trust grew, and problems I didn’t even know existed started to solve themselves. The LISTEN Framework: L – Look for non-verbal cues. Body language, tone, and pauses. They reveal the real story. I – Interrupt less. Silence is your superpower.  Try asking, “What else is on your mind?” S – Summarize what you heard. “What I’m hearing is...”  Builds trust and clarity. T – Tune out distractions. Eye contact beats multitasking. Put away your phone. E – Empathize actively. Feel their emotions,  Not just their words. N – Notice the unspoken. What’s avoided or left out often holds the truth. Here’s how I’ve seen this play out: 1️⃣ Negotiations: A client hesitated when mentioning their boss. I asked, “What can we do to support internal buy-in?” That one question saved the deal, which we closed the next week. 2️⃣ Meetings: A fidgeting team member revealed a project risk when I asked, “What’s on your mind?” Their insight saved us weeks of rework. 3️⃣ Coaching: A client kept saying, “I just want to do better.” I asked, “What does ‘better’ mean to you?” They opened up about feeling overwhelmed. That conversation gave them focus and renewed confidence. Listening isn’t just a skill. It’s a strategy for trust and impact. The next time you listen, ask: What’s not being said? The answer might surprise you. What truth have you uncovered by listening? ♻️ Repost to inspire better listening. ➕ Follow me for more leadership insights.

Are You Really Listening, or Just Waiting for Your Turn to Talk? It can be so tempting to jump in with a solution, a counterpoint, or even just a quick “I agree” during a conversation. The problem? When we focus on what we’re going to say next instead of truly listening, we miss the opportunity to understand what’s really being said, and what’s not. I’ve seen this play out firsthand in both professional and personal settings. In one memorable situation, a vendor was struggling to meet a key milestone on a project. My instinct was to push for answers or solutions, but instead, I paused and let them explain the challenges from their perspective. By listening without interruption, I uncovered a communication gap between their team and ours. By addressing it resolved the delay and even strengthened our working relationship. Listening is more than just a team skill; it’s a universal tool that builds trust and strengthens connections with stakeholders, vendors, and customers alike. The Power of Active Listening Active listening isn’t passive; it’s intentional. It’s about being fully present and engaged in a conversation. Here’s why it’s a critical skill for every leader and professional: 1️⃣ Strengthens Relationships: Whether you’re working with your team, negotiating with a vendor, or consulting with a stakeholder, listening shows respect. It signals that their input matters and fosters trust. 2️⃣ Improves Collaboration: When people feel heard, they’re more likely to contribute ideas and align with shared goals. This is especially true in cross-functional teams or with external partners where differing priorities can create friction. 3️⃣ Reveals Opportunities: Sometimes, what isn’t being said is just as important as what is. Listening carefully can surface underlying concerns, unmet needs, or opportunities for innovation that might otherwise go unnoticed. It’s easy to say “just listen,” but active listening takes practice. Here are a few ways to make it a habit: Pause Before Responding; Ask Questions; Resist the Urge to Fix; and Be Present. Listening isn’t just a communication skill; it’s a leadership superpower. It helps you uncover hidden challenges, build loyalty with your team, and earn trust from vendors and stakeholders. It’s also one of the simplest ways to show respect and create a sense of belonging. ➡️ How has listening helped you strengthen a relationship, solve a problem, or uncover an opportunity? Follow me for more insights on leadership, procurement, contract management and more. At Rath Management Solutions, LLC, I specialize in helping businesses streamline processes, build stronger relationships, and drive efficiency in everything from vendor negotiations, risk management, and cost savings. If you’re ready to elevate your business or need help solving a tough challenge, let’s connect. Together, we can turn ideas into action. #Leadership #ActiveListening #Collaboration #TrustBuilding #RathManagementSolutions

in your negotiations, are you listening or just waiting to speak? Switch to deep listening for better outcomes   Here’s what you need to know.   → Just listen (pun intended)   But not just any listening—listen the right way.   I used to think I was a good listener. Here’s what I did wrong:   🔹 Surface Listening: ↳ Catch the gist, then refocus on my own thoughts.   🔹 Rebuttal Listening: ↳ Listen just enough to argue back.   The game changer:   → 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗟𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴 It unveils hidden priorities, keeps them engaged, shows genuine interest, fosters reciprocity, and enhances effectiveness, leading to superior negotiation results.   These are the three keys to Discovery Listening:   1️⃣ Rational Listening:  Want to truly understand someone? Ask yourself, "Why does this make sense to them?" Dive into their logic, even if it feels absurd.   2️⃣ Emotional Listening:  Spot the hidden feelings driving their arguments. Tune into their tone, body language, and words.   3️⃣ Empathetic Listening:  Uncover their deeper motivations and unspoken dynamics. Step into their shoes, see their worldview and understand what truly drives their stance.   When conversations get tense with "𝘐 𝘸𝘢𝘯𝘵" or "𝘠𝘰𝘶 𝘴𝘩𝘰𝘶𝘭𝘥," both parties become defensive. Discovery listening avoids this.   𝗕𝗲𝗻𝗲𝗳𝗶𝘁𝘀 𝗼𝗳 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗟𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴:   ➡️ You discover deeper issues and priorities often masked by surface demands.   ➡️ You stay present and dig deeper to uncover true motivations and needs.   ➡️ You show genuine interest, which releases brain chemicals that improve mood and rational thinking.   ➡️ You foster reciprocity, making counterparts more receptive.   ➡️ This positive state will make you more effective, leading to better deals.   𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗟𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴 is the quickest way to reach a positive state and achieve better negotiation outcomes.   𝘓𝘪𝘴𝘵𝘦𝘯𝘪𝘯𝘨 𝘪𝘴𝘯’𝘵 𝘫𝘶𝘴𝘵 𝘩𝘦𝘢𝘳𝘪𝘯𝘨 𝘸𝘰𝘳𝘥𝘴. 𝘐𝘵’𝘴 𝘶𝘯𝘥𝘦𝘳𝘴𝘵𝘢𝘯𝘥𝘪𝘯𝘨 𝘵𝘩𝘦 𝘱𝘦𝘳𝘴𝘰𝘯 𝘣𝘦𝘩𝘪𝘯𝘥 𝘵𝘩𝘦𝘮.   How can Discovery Listening help you in your next negotiations?   #NegotiationByDesign #Negotiation #Listening