"McClendon, Burke and Willey (2010, pp. 287ff) offer useful advice when they say **we should listen with all four ears**. The three more obvious ‘ears’ are that **we should listen to what is being said; to what is not being said; and to what the person is trying to say but isn’t**. "An example of the second might be when a negotiator spends a lot of time on one item on the agenda, which might reflect a reluctance to address one of the other agenda items." ([Location 1917](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=1917)) --- **Tags** -- [[quotes]], [[listening]], [[not-speaking]], [[listening-with-four-ears]], **Source** --