"What if the other negotiator is saying things you don’t like or don’t agree with, or things are getting a bit heated? **The temptation to stop them by interrupting will be strong, but continued listening is a positive way to deal with these situations**. There are several reasons for listening rather than interrupting. "First, listening pre-empts a defence–attack spiral from developing; it takes two for this to happen. "Second, if the person extends themselves too far in what they are saying, they may give away more information or may even back down. "**Letting the other person continue speaking might lead them to hearing** – through their own emotion – what they are saying and realise that it is unsustainable. It gives the listener more time to really think through the genuineness of the point the speaker is trying to make. If you are not speaking, you cannot be making any concessions." ([Location 1946](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=1946)) --- **Tags** -- [[quotes]], [[not-speaking]], [[listening]] **Source** -- [[202410111110 - B - Effective Negotiation]]