Ask better questions in negotiation

Gather information that will expand the possibilities.

By on

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 

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!


Enhance your negotiating ability in one of the Program on Negotiation’s upcoming Executive Education Seminars. Visit to find out more.

Download the Negotiation Special Report, “BATNA Basics: Boost Your Power at the Bargaining Table,” by visiting


Negotiating through chaos

Dealing with “scope creep”