Join Lisa Gates for an in-depth discussion in this video Asking diagnostic questions, part of Negotiation Foundations (2012).
At the heart of interest-based negotiation is a technique called diagnostic questions.…Asking diagnostic questions will help you figure out what your bargaining…partners' interests are or what they want out of the deal.…They are open-ended, usually starting with words like who, what, when, where, or why,…or phrases like, "Tell me more about X, Y, and Z." They're also used to expand a conversation.…If you were to ask your boss, "Do you think it's possible for me to get a raise this year?"…you've created a closed-ended question, giving your boss the chance to…answer with a simple, "No!"…But let's try a different tact on this, this time using open-ended questions.…
You might open the conversation with questions like, "How is the restructuring…going for you personally?" or, "What do you like about working in the new building?"…Asking open-ended questions help set the tone and engage in things that matter…to both you and your partner.…Once you've established this connection, get down to the subject of negotiation.…
- Preparing for a successful negotiation
- Using diagnostic questioning
- Opening the negotiation
- Dealing with conflict
- Framing and anchoring the discussion
- Making concessions and asking for reciprocity
- Encouraging cooperation
Skill Level Beginner
Q: Where can I learn more about communication skills?
A: Discover more on this topic by visiting communication skills on lynda.com.