under no circumstances should we refuse to acknowledge that the other person has a point of view — one that deserves to be listened to with respect and evaluated with detachment.

According to Sharot, if you want to keep someone’s brain lit up and receptive to your point of view, you must not start your response with a statement of disagreement.

The power of listening doesn’t lie just in giving people the space to reflect on their views. It’s a display of respect and an expression of care.

It all starts with the universally applicable premise that people want to be understood and accepted. Listening is the cheapest, yet most effective concession we can make to get there. By listening intensely, a negotiator demonstrates empathy and shows a sincere desire to better understand what the other side is experiencing.