Use "Active Listening" to Get What You Want in a Negotiation

Active listening is pretty straight forward and exactly what it sounds like:

1. Listen to what they say. Don’t interrupt, disagree or “evaluate.”
2. Nod your head, and make brief acknowledging comments like “yes” and “uh-huh.”
3. Without being awkward, repeat back the gist of what they just said, from their frame of reference.
4. Inquire. Ask questions that show you’ve been paying attention and that move the discussion forward.

Essentially, a hostage negotiators first job is to hear out the other side and then respond. It's a good tactic for any type of negotiation. Head over to Barking Up the Wrong Tree for a bunch more negotiation tips from hostage negotiators.