Listening with the heart

Particularly in conflict situations, negotiation usually takes place from a position of self-defence and attempts to manipulate the other party, from attempts to convince the other party that one is right and they are wrong. If, in contrast, mind and heart are opened to the other person so that one is willing to see if one can learn from their point of view, fear and pride are moved through; and the other person is given the psychological space to receive one's own viewpoint. Being willing to work from this position of vulnerability and openness releases the energy normally used for self-defence and manipulation so it can be used to find creative and permanent solutions to problems which will not then arise again at some future date.