To invite genuine buy-in and engagement, we need to listen with a strong personal motive to learn and understand. But we have a “blind spot” in our brains that gets in the way. What we hear is easily distorted with our own needs, biases, experiences and agenda, even when our intentions are good. We often hear what others say without understanding what they mean. We hear what it means to us, not what it means to them.
We outline four different levels of listening, and the first three fall short of what’s needed for achieve real influence.
Authors: John Ullmen, Mark Goulston
Source: Harvard Business Review
Subjects: Organizational Behavior, Personal Development