Essential Questions To Ask To In A Negotiation

Asking the right questions is an essential component in successful negotiations

. Information is a key factor in any negotiating situation and to acquire it, one needs to ask questions.

Questioning Techniques

There are certain techniques that are crucial to asking questions and listening carefully to the answers. It is important to formulate a proper idea of your objectives in asking the questions. You must know what kind of information you need and ask relevant questions to get the appropriate answers.

Listening Skills

It is not enough just to ask, but also to listen to the answer with attention and concentration. Communication is not only about words but also about other signals that are subtle and not so obvious. Apart from what the other person is trying to convey through words, the tone of voice and body language also gives out messages that need interpretation and understanding. The most articulate and expressive people may not have the best negotiating skills. It is listening and understanding that makes for great negotiation. Listening, watching and observing adds to your arsenal as you discover common ground that enables a successful negotiation. A good listener is alert to hidden signals and suggestions that may help in the negotiation.

Listening comprises three crucial aspects:

* Listen intently to everything that is being said and then picking out the essential and useful information.

* Make eye contact with the speaker and express genuine interest and concern.

* Repeat what has already been said to ensure confirmation and clarity. This shows an honest involvement in the proceedings and builds trust and confidence.

If the negotiating party feels trust and confidence, it is more than likely that the discussion will end with a positive outcome.

How to handle the "Why"

When two sections of people meet for a negotiation, there may be a sincere desire to find common ground to enable an agreement. A successful negotiation benefits both parties and finding the "whys" will bring this to light. When the interests of both parties are revealed, then the chances of reaching an agreement that meets all of these interests increases. Each party then appreciates the motives of the other and moving forward becomes easier. The discussion then steams ahead to a successful deal with neither party feeling shortchanged in any way.

by: Alfred Winston

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