How To Negotiate with Irrational People- Use Active Listening
Professor Seth Freeman of NYU Stern School of Business & Columbia University on becoming a ready & able negotiator. Here, Prof. Freeman looks at how you can deal with people who seem irrational. He draws on examples from the New York Police Department Hostage Negotiating Team and others who have successfully talked violent, menacing counterparts down. A key tool: saying back the gist of what the other person says. Listening, he notes, is a key- perhaps the key- negotiating skill. His new book is entitled, The Ready & Able Negotiator.