Unlocking Negotiation Power with Listening
Explore the overlooked art of listening in negotiation. Discover how active listening builds trust, uncovers hidden interests, and leads to better outcomes. Timothy Chester shares real-world insights on listening techniques that transform the negotiation table.
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Chapter 1
The Foundation of Listening in Negotiation
Timothy Chester
As we prepared to launch a new student system at the University of Georgia, the stakes were high. Fifteen years earlier, UGA shifted to a semester system, leaving behind fragmented records. Thousands of records required manual fixes, and we had to be live soon to avoid a delay and millions in costs. Tension was thick, especially around a consultant known for being rigid and dismissive. Based on experience, I did a lot of talking, explaining that these problems and the intense pressure were just part of the process. I dismissed concerns instead of hearing them. But then I realized I was wrong. I started listening, meeting with each stakeholder without defensiveness. Once I truly heard them and apologized, the path forward was clear: we replaced the consultant. In today’s dispatch, we talk about how influence is formed through listening, not talking. That moment of listening released tension and gave us the energy to meet our deadline. Students registered on time, and the team emerged stronger because they finally felt seen and heard.