Questioning and listening
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 3 download credits (Single user)
Negotiations depend on our ability to make our thoughts, feeling and needs known to others, and on our ability to listen to and interpret the attempts of others to share information with us. Sometimes, negotiations break down because communication is not effective. There are a number of barriers to effective communication. They may be environmental, contextual, emotional or psychological. The adversarial nature of most negotiations – and, indeed, the confrontational nature of some – can cause people to respond with fear, doubt, apprehension, cynicism or intransigence. This affects the way people give, ask for and receive information. This training activity gives the participants an opportunity to enhance their ability to understand what is being communicated by developing their skills in effective questioning and active listening.
The participants consider the barriers to effective communication and how they can be overcome or minimised. They then look at the specific communication skills of questioning and listening. Next, the participants work in pairs to try out their skills in a role-play exercise. They then review the outcomes of the exercise and identify further development points.
Who is it for: This training resource is intended for use by trainers to develop participants’ questioning and listening skills for negotiating situations.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 01:00:00 |
| No of Pages: | 18 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers with participants who understand the basics of effective communication but need to apply their skills and knowledge to the negotiating situation. By giving and receiving feedback on their abilities, they will be able to improve and develop in specific skills areas. This training activity can be used in conjunction with activities relating to other aspects of the communication process such as verbal and non-verbal communication.
Download the training activity, Questioning and listening as featured in the Fenman training manual; Negotiation Skills