Research shows that effective negotiators gather more information than they give.
This is not because they are withholding information, rather it is because they focus on the importance of getting inside the other person's head, understanding their needs and what is important to them.
In order to do this you need to ask really good questions, listen very carefully to the answer and then to probe further.
Here are some powerful negotiation questions to get you started:
What are your priorities?
Could you explain your reasons?
Why is that important to you?
How did you arrive at that figure? How do you calculate those numbers?
What criterion are you using?
What is the theory that makes that a fair proposal?
How do you mean? Could you tell me more?
Could I ask a few questions to see whether my facts are right?
Is there anything else you think I should know?
Which aspects of my proposal give you most concern?
What concerns of yours would this proposal fail to take into account?
How do you feel about these issues?
What would I have to do to get a better deal?
Is there anything I can do for you?
Did I understand correctly that you are saying…?
Just suppose I was able to agree to that, what would you do in return?
Are there any circumstances in which that might be a possibility?
What are they?
What would you do if you were in my shoes?
And a final question: Are you going to try using some of these questions in your next negotiation?
Good luck and good negotiating!
Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.
He is the bestselling author of five business books:
· Neuro-Sell: How Neuroscience Can Power Your Sales Success
· Bare Knuckle Selling
· Bare Knuckle Negotiating
· Bare Knuckle Customer Service
· The Inner Winner
To learn more about Simon's keynote speeches and other services please visit: