Ask better questions in negotiation

Gather information that will expand the possibilities.

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Article Excerpt

Consider questions you might overhear in a typical business negotiation:
■ “ You want how much for that order?”
■ “Can you see what an excellent offer this is?”
■ “Are you ready to take this deal, yes or no?”

It’s not difficult to see the limitations of these questions. The first one is likely to promote defensiveness. The … Read Ask better questions in negotiation 

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