Hello, my fellow negotiators. I have a quick question for you and some exciting news to share.

But first the question, have you ever used a piece of advice from negotiate anything in any part of your

life? What impact did that have? And what would it mean if you could amplify that impact?

Now, while you're thinking about that, let me share the exciting news.

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I'll catch you later.

And now I know for the audience we don't really need to sell them too much on the benefits of listening.

I think those are pretty obvious.

But I think it might be more interesting to talk about why we are worse at listening than we think we are. Well, largely it's because we think we already know the answers, right?

So one of the things that I talk about

is there's a difference between hearing and listening, and I think we've all heard that, but

there's a difference between making a connection and having a conversation. And so I think the

benevolence in us thinks that if we're just having a conversation, then I say my piece and I wait my turn.

Sometimes I don't wait my turn. But look, see, we're successfully having a conversation.

But it takes a lot of courage and vulnerability to actually make a connection with someone,

whether you're going to see them again and again and

again or maybe that's the only time you're ever going to see them. It's a very different thing

...