From the course: Negotiating with Agility
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Ask the right questions
- Most negotiators don't ask enough questions. And when they do, they often ask the wrong ones in the wrong way. Doing it right is simple, ask questions that will launch a two-way conversation. You might ask about your counterpart's needs, for example. Doing so could open the door to mutually beneficial trades, Research shows that question asking also enhances the asker's likeability and effectiveness. A real world study of a half a million sales calls showed that the top sales people asked significantly more questions than average performers. These all-stars asked their questions deftly, their follow-up queries were tied to whatever they'd just heard, signaling that they were paying close attention. They spaced their questions as well so that people wouldn't feel that they So why doesn't everybody use this simple tool? First, some people get stuck in their own head, so intent on making their pitch, they don't confirm that what they're saying Then there are others who already think…
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