Listen Like a Hostage Negotiator with Richard Mullender

Do we really know how to listen? In this episode, Richard Mullender speaks to Sina Haghighat about the importance of listening and the common communication mistakes that we make. Richard is a former Hostage Negotiator and has had experience negotiating with the Taliban, dealing with extortion threats overseas and diffusing domestic sieges. His approach has had a global impact, where he has shared his insights with the UN and FBI. As the demand for his listening skills grew, he went on to establish the Listening Institute to teach the business world how to listen like hostage negotiators. By listening to understand, rather than reply, we can build more meaningful and authentic connections, therefore improving our listening skills is key.

What to look out for:

  • Why is listening so important [06:00]
  • Listening vs speaking [07:22]
  • Know your audience [08:48]
  • Listen to understand [09:28]
  • What makes a good negotiator? [11:40]
  • Different phases of a negotiation [16:08]
  • Importance of negotiation skills [18:11]
  • Active listening is not really listening [19:53]
  • Ask open questions [21:00]
  • How to remove fear [22:50]
  • Virtual communication [25:10]
  • Everyone is unique [27:29]
  • How can we become better listeners? [34:40]


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Connect with First Serve:

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Connect with Sina:

Instagram | @sinahaghighat