AmCham Business School Session "Techniques of Meaningful Dialogue"


During the 3rd session “Techniques of Meaningful Dialogue” of AmCham Business School “The Art of Negotiation” participants had an opportunity to expand their knowledge about building effective communication during negotiations and learn 9+ universal active listening techniques.

Key ideas:

Each message passes through the following perception filters: available data - selective perception – deductions – conclusions - actions. There are three types of listening (passive, active and empathic), of which active listening is the most important for the flow of negotiations.

The common techniques of active listening are as follows:

  • stop thinking about your arguments when your counterpart is speaking
  • take control over your emotions
  • don’t forget about the body language
  • use the “reflection” technique


According to A. Mehrabian, in negotiations tone and gestures weigh more that words, 38%+55% versus 7% respectively).

FBI applies the following technique in crisis communications: active listening – empathy – understanding – influence – change of conduct.

According to the communication model by F. von Schulz, each message has four sides: relationship, self-revelation, appeal, fact information.



Olga Tutun, Deputy Director of Regional Development Projects, Ukrainian Mediation Center (KMBS).

Olga is Master of International Law and business mediator of Academy of The Chamber of Industry and Commerce for Munich.


How to behave during negotiations, what to ask for, how to build rapport – all these are frequently asked questions before negotiations. To answer them, we launched the new semester of AmCham Business School – The Art of Negotiation organized jointly with ADER HABERKyiv Mohyla Business School and Ukrainian Mediation Center.

Stay tuned with us and mark your calendars with upcoming sessions:

Wednesday, May 29 – Perception traps in communication
Wednesday, June 12 – How to negotiate with a stronger opponent – strategies for success
Wednesday, June 26 – Trust as a part of the negotiation process

You are welcome to take the whole course and attend all the sessions or select only the topics relevant for you. Those who attend 4 to 6 sessions will receive a certificate of the course completion.