Here are some effective listening techniques suggested by Professor Ralph Cagle at the University of Wisconsin-Madison Law School:
1. Want to listen
2. Stop talking
3. Don’t interrupt
4. Pay attention
5. Eliminate distractions
6. Encourage your counterpart to tell you more
7. Don’t mentally argue when your counterpart is speaking
8. Defer judgment
And try the “Parrot Approach” which involves repeating back short phrases summarizing your negotiation counterpart’s key thoughts, ideas or feelings.