The Art of Hearing in Labour Negotiations
Is there a difference between hearing and listening? Yes, there is; especially in labour contract negotiations?
Hearing is a physical action that takes place whether we are conscious of it or not.
Listening is different, listening occurs when we place cognitive meaning on what we have heard. To be successful in labour negotiations. listening is one activity you must excel at.
A very wise executive coach, Kent Osbourne once taught me that “listening is a decision” not a skill. When I am at the negotiation table I make an extreme effort to listen. Making a decision to listen during negotiations has been instrumental through my collective bargaining career.
Ken Godevenos gives some great advice on the art of collective bargaining. Mr. Godevenos stresses the point; what is said at the negotiation table is not always what it seems.
My motto is, an excellent negotiator must become a master of “what is not said” and listen to what message is truly being delivered. If you can do that you will be well on your way to success at the negotiation table.
- Name five things a Human Resources Professional can do to improve their success in labour contract negotiations.
- How would you specifically try to improve your listening?
- How would you practise listening for upcoming negotiations?