THE most important thing in COMMUNICATION is to hear which is not being SAID. HOW YOU REACT TO THIS ?

i believe it is seeing what isn't said or heard through body language.body language is the second most important aspect of communication after oral communication.

we have been trained as sales and marketing professionals to understand body gestures,you can solve so many clues by analyzing body languange.

Hearing what is not being said can be very risky from a contractual point of view and legally..

To lead one must hear everything and from everywhere. Filter it and absorb what is required.

Listening is different from hearing. You may hear somebody, but not listen to him. Listening takes attention with the intention to understand'. The most important thing is to listen with empathy. That is, you place yourself in the shoes of the other person. Another element of good communication is noticing the other person's body language, voice, etc. 

The most important thing in communication is clarity and confirming mutual understanding of the communicated message(s).

Hearing what is not being said, indicated lack of clarity and unfortunately this is sometimes the case. I can do my best but what ever I hear is uncertain due to not being able to confirm mutual understanding of the communicated messag(s).

ALways accept that cup of Tea or Coffee at the end of your discussion.

Any sucessful person must be able to listen to everyone whatever his/her age or title, Maybe one of them can change you to the best.

Decide three things first

1. Who you want to listen to   ... implies appreciation of what they will have to say
2. Who to ask ...........................  implies these people will not volunteer to say anything till you ask them
3. Who you have to hear .........   For whatever reason regardless whether this adds value or not

With these considerations in mind ... 

1. You can decide how much "attention"  you will give to each and every type. 
2. Decide how muh time to be spent in  each and every case
3. Decide the communication method ,,,  (ask questions and get answers or let them speak and you take notes)
4. Decide the tools you need (paper and pen, computer and forms, voice recording, video recording, ... witnesses, translation, moderation, .... )
5. Prepare the proper environment for effective communication (quietness, privacy, confidentiality, ...)
6. Listen to the words, onserve the emotions, capture the tone and body language gestures ,,, 
7. Analyze, compare and correlate things in the answers of one person and across many persons to reach findings and conclusions or to prepare further questions

I hope this sheds more light on the topic

Some people give you the other side of the story and see it from their perspective so you have to listen for opinion then select wisely

It is very important but not all have the abilty to reach this zone

Yes true. We cannot be good communicators unless we are not able to read the non-verbal cues and unspoken words from our face-to-face, over the phone, or written communications.