b"Chapter 9 3.Practiceactivelistening:makesurethepersonknowsyouare listening. Use non-verbal cues like nodding, smiling, and maintaining eye contact to show your commitment. Askprobingfollow-upquestionstoclarifyanymisunderstandings and paraphrase what they told you to check that you understood correctly.4.Use silence: use silence to your advantage. Allow time between your questions to allow the other person to relax and prepare for your next question. It also allows you to process the information you have received and think about follow-up questions.5.Think about how you would like to be asked questions: think about how you want other people to ask questions. Think about how much timeyouwouldliketohavetothinkaboutaquestionbefore providing an answer or how much time you would need between questions. Also, think about every question you ask. If you think you don't feel comfortable answering thequestion,consider rephrasing it or not asking it at all.6.Ask questions that encourage discussion: it's important to have a specific intent with your question. However, it's important not to be sospecificordirectthatyoulimittheanswersyoureceive.For example, avoid questions that force a person to choose between two options, such asDo you think we should create an email marketing campaign or a social media campaign? Instead, choose questions that ask for similar answers in a different format, likewhich channel do you think will be most effective in reachingourtargetmarket,andwhatshouldthecampaign include? THE NEGOTIATION Negotiations can conjure up images of trade delegations, hostage takings, and big business mergers.However, the truth is that negotiation is also all around us, it is a fundamental part of life and business. Knowing the basics will come in very handy whether it's deciding your vacation plans or negotiating your salary. 288Germain Decelles"