Habit 5: Seek First to Understand, Then to Be Understood® | The 7 Habits of Highly Effective People
Stephen R. Coveyfranklincovey.com
Habit 5: Seek First to Understand, Then to Be Understood® | The 7 Habits of Highly Effective People
Through the following kinds of behaviors (which both represent and help create an inner state of client focus): 1. Letting the client fill in the empty spaces 2. Asking the client to talk about what’s behind an issue 3. Using open-ended questions 4. Not giving answers until the right is earned to do so (and the client will let you know when you hav
... See moreDavid H. Maister • The Trusted Advisor
“People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.”
― Roger Fisher, Getting to Yes: Negot
... See moreBefore you try to move people to your position, make sure they feel that you understand where they are coming from, what they are feeling, and what they are dealing with.
Henry Cloud • Boundaries for Leaders (Enhanced Edition): Results, Relationships, and Being Ridiculously In Charge
It all starts with the universally applicable premise that people want to be understood and accepted. Listening is the cheapest, yet most effective concession we can make to get there. By listening intensely, a negotiator demonstrates empathy and shows a sincere desire to better understand what the other side is experiencing.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
Principle #3: Empathy before education.