Learn how to use questions to build collaboration. Use a stance of curiosity to question effectively. Employ open-ended questions to gather information and hypothesis testing to build agreement.
- A well-known negotiator once said,…if you wanna change somebody's mind,…you need to know what's on their mind.…And the best way to learn about what is on a person's mind…is to ask that person questions.…There are many ways to ask questions,…but beware, to get useful information…you need to be curious.…And it's harder than you think, why?…Because you've prepared so carefully to influence…the other person during the negotiation…that you may enter the negotiation pretty close-minded.…
In order to ask good questions you need to ask yourself,…what don't you know?…Starting that way helps you develop important questions…and use them effectively.…And the types of questions make a big difference.…Close-ended questions, where a response is either yes or no,…are unlikely to help you learn very much.…Open-ended questions are more likely…to get you more information…about the other person's interests and concerns.…Here are some examples of good open-ended questions.…
You can ask a why question.…Why is it important to you?…You can ask a what question.…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.