Seek first to understand
Zef Hemel

Mr Zef, I found your post very interesting. I read it and I thought — “it’s somewhat similar to what I’m experiencing recently”. There is one thing that I struggle with though — asking questions doesn’t always work in my case. Sometimes people get nervous when I try to build understanding of their needs. I think there are different reasons behind it: they may have doubts regarding my intentions; they may be used to keep conversations short; they might have not experienced win-win solutions in their past; they might lack the competencies to have a solution oriented conversation; etc. As I understood you manage to have this issue worked out. Is that right? Could you share your thoughts on it?

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