Either way, your negotiation could end up being inadvertently derailed. When used in the wrong stage of a negotiation, you might put the other side on the defensive or cause them to respond aggressively in return. These are the kinds of questions that can be counterproductive, confrontational, and can evoke negative emotional responses. This might be a good time to address a pending emotional response that might derail the negotiation by simply checking out how the other person feels about certain issues.Įxample: “How do you feel about that aspect of the settlement package?” Landmine Questions There are occasions when you will sense that something might be starting to boil beneath the surface.
When you need to gain a better insight into a person’s thought process to further illuminate their rationale or position.Įxample: “Could you provide us with more detail on how you analyzed the data that you just described and how you reached your conclusion?” 8. Most people respond well to a friendly compliment.Įxample: “Could we draw upon your particular and specialized expertise to add some input into this particular issue?” 7. This is an effective means to both be complimentary towards the other negotiator and to elicit information, both at the same time. Generally, it might be a good idea to plan these kinds of question in advance.Įxample: “And after you complete the first delivery, how long will it take for you to have the second shipment ready and sent to us?” 6.
#Loaded questions game questions list series#
Sometimes, it can be a wise strategy to ask a series of questions to lead up to and achieve a particular conclusion. This is a gentle way to ask a question and not trigger an emotional or hostile response.Įxample: “How much more will this cost if we chose this additional feature?” 5. Or, another form of leading negotiation question simply tails off and invites the other person to fill in the blanks.Įxample: “And after we provide those documents that you just mentioned, you will….?” 4.
Just like it sounds, with this type of question, you try to guide the person to your point of view in a persuasive manner.Įxample: “With all these advantages I’ve pointed out, don’t you think that this package benefits us both and is the best way to go for both of us?” This form of question invites the person to participate and offer their views.Įxample: “ What do you think of this option as a solution?” 3.
The respondent has no alternative but to provide some detail.Įxample: “How did you arrive at that particular price?” 2. These questions consist of using who, what, where, when, why, and how. These are the kinds of questions that require a detailed answer in a negotiation and cannot be simply replied to with a “yes” or “no” response. The following are good types of questions to have in your repertoire when negotiating to move the sale or purchase in your desired direction, or simply to get the information you need.
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