Name: GLAZEL V.

GONZAGA Date: September 22,2022

Course: BS in Accountancy

Comprehension and Listening Questions:

1. From which country is the president that William Ury talked?

Venezuela

2. What is the name of the president?

President Hugo Chavez

3. According to William Ury, what are the three important reasons why it’s important to
listen in any negotiation or conflict?
 It helps us understand the other side.
 It helps us connect with other human being.
 It makes it more likely that the other person will listen to us, it helps us get “yes.”

4. What’s the difference between ordinary listening to genuine listening according to

William Ury?

Ordinary listening we’re hearing the words and we’re often thinking, “Where do I agree?
Where do I disagree? What am I going to say in response? In other words, the focus in on
us while in genuine listening the spotlight is in the other person. Genuine listening is
something that needs to be learned and practiced every day. Furthermore, we listen from
within their frame of reference, not just ours. Lastly, in genuine listening we listen not just
for what is being said, but for what’s not being said. We listen not just for the words, but
to what’s behind the words.
5. William Ury was invited to help Abilio Diniz, and what did Ury ask when he heard
something deeper that Abilio did not speak of. What were Ury's questions? What did
Abilio reveal or answer?

First, Ury ask Abilio to help him understand. He ask what does Abilio really wants. Then,
he continued to ask Abilio when he heard something deeper, “Abilio, you’re a man who
seems to have everything. What are these things really going to give you? What do you
most want in your life? Finally, Abilio answered that he wants Freedom. “I want to be free
to pursue my business dream and I want to be free to spend time with my family” Abilio
added.

6. What makes it so hard to listen?

It makes it so hard to listen because there is so much going on in our minds. There is so
much noise and distraction that we don’t have the mental and emotional space to be able
to truly listen to the other side.

7. What’s the secret if you want to listen to the other side?

If we want to listen to the other side, we have to learn to listen to ourselves first. Listen
to yourself to quiet your mind. Hence, listening to yourself first will make it easier to listen
to others.