Do you focus deeply on what your colleague is saying, or are you simply waiting for a pause so you can express your own thoughts? Research from the Harvard Business Review shows that top leaders spend nearly 80% of their time communicating, yet very few receive training in effective listening. And yet, listening is what improves the quality of decision-making the most.

In Estonian business culture, it’s common to interrupt in the name of quick responses. We often do this with the best intentions — wanting to appear proactive and engaged. However, this can lead to emotional reactions and superficial decisions. When we don’t allow ideas to be fully expressed, the best solutions often never emerge.

Google’s famous Project Aristotle found that the foundation of a successful team is psychological safety, which grows when everyone has an equal opportunity to speak and is listened to without interruption.

We must recognize that interrupting isn’t perceived by everyone as simply “energetic discussion.” For some — especially in other cultural contexts — it can prevent them from speaking at all. Many people don’t feel comfortable forcing their way in when stronger voices dominate, and as a result, valuable ideas go unheard.

Communication expert Dr. Julian Treasure emphasizes that conscious listening creates space for understanding, while constant interruption only adds noise.

Studies confirm that purposeful discussion is key to better decision-making. When we resist the urge to jump in too quickly, colleagues feel safer to elaborate on their thoughts, which reduces misunderstandings and rework later on. A simple practice like intentionally waiting three seconds after someone finishes speaking can produce surprising results.

In summary, developing listening skills is an investment that pays off many times over. It not only improves individual communication, but also boosts the efficiency and performance of the entire organization. Taking the time to listen to others attentively and with structure can be a critical factor in achieving success.

Margo Loor
Lead Trainer and Moderator
SpeakSmart

Margo Loor is the lead trainer and moderator at SpeakSmart, and he was named Trainer of the Year 2021 by Äripäev and Personaliuudised.ee. He graduated from the University of Tartu’s Faculty of Law and is one of Estonia’s most experienced instructors in thinking, speaking, and debate skills. Since 1998, Margo has delivered training on argument-based persuasion, discussion, and decision-making for adults, facilitated seminars and conferences, and worked as a lecturer at Tallinn University. He has also advised on launching and developing debate programs internationally. 

SpeakSmart is Estonia’s leading training and consultancy company for argumentative communication skills, with a mission to help individuals and teams communicate effectively, think and express positions with reason, and make decisions. Over its 18 years of operation, the organisation has trained more than 22,000 people.