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Active listening is a promising communication technique to positively affect interactions and communication outcomes. However, theoretical propositions regarding its direct effects on interactions have rarely been empirically investigated. In the present research, we studied the role of naturally occurring active listening in the context of videotaped and coded integrative negotiations. Lag sequential analyses of 48 negotiations with 17,120 thought units show that active listening follows offers that comprise two or more issues (i.e., multi-issue offers) above chance level. These multi-issue offer—active listening patterns in turn promoted integrative statements (e.g., further multi-issue offers) and inhibited distributive statements (e.g., single-issue offers). Moreover, multi-issue offer—active listening patterns (and neither multi-issue offers nor active listening alone) also positively related to the achieved joint economic outcomes in the negotiation. Contrary to common expectations, we did not find evidence that active listening promotes the understanding of the other party or rapport between negotiators.

Active or empathic listening is a basic social work practice skill. Past research involving this skill has focused primarily on the relationship between level of empathy and ultimate outcome. Little research has focused on the more immediate effects of this verbal procedure. Focusing on the short-term affective impact of two types of active listening, this article describes a series of replications of an analog experiment. The results, which replicate across experiments, across dependent measures, across client situations and affect, and across experimenters, suggest that differently worded active-listening responses may lead to different short-term client affective outcomes. The implications of these results for future social work research and practice are discussed

AbstractTraditional approaches to mediation treat active listening skills like formulation (reflecting, mirroring) as neutral means through which mediators may come to know the issues of concern to disputants. This study investigated the use of formulation through the microanalysis of a mediation session and a therapy session. The analysis shows that formulating is a nonneutral means of communication that allows the mediator to (1) transform disputants' statements, (2) select or ignore disputants' issues, and (3) invite or discourage disputants' contributions to these issues. Formulation apparently plays an important function in the reformulation of dispute narratives.

Are you as good a listener as you would like to be? If not, this article will show you how to effectively restate, respond to feelings, respond to non-verbal cues, and to summarize. All of these techniques are essential to becoming a good listener.