Today’s Wall Street Journal has a great piece on how to be a better listener. While it’s useful in any conversational setting, it is particularly valuable when you are approaching a negotiation with a client.

Before a negotiation, for example, you should:

• do a brain dump of pending work so you can pick it up later (so your mind is clear)
• make a list of questions and topics you want to cover (This enables you to fully listen to the other person, rather than constantly thinking of what you want to say next.)
• set an intention to talk 25% and listen 75% (yes, really!)
• drop your assumptions of what the other person will say and just listen