How to Ask Questions - Negotiation Tools

It's better to judge people on the quality of the questions they ask, than on the answers they give. In negotiation, questioning is a hugely valuable skill.
So, in this video, we look at how to ask questions, and discuss 8 types of question.
Watching this video is worth 4 Management Courses CPD Points.
(See below for more details)
This video is part of course module number 5.2.3
Program 5: Managerial Skillset
Course 2: Negotiation
Section 3: Tools for Negotiators
Other videos about Tools for Negotiators include:
- Listening Skills
… https://youtu.be/YCIryXl-ApI
- Empathic Negotiation
… https://youtu.be/mYBAFvl8JO0
- Influencing and Persuading
… https://youtu.be/fLXJzjIWUoM
- Force Field and PMI Analysis
… https://youtu.be/NPtN1YREA5w
- MOSCOW Analysis
… https://youtu.be/-UaczoKrjvk
- How to Handle Deadlock
… https://youtu.be/jj62GodhUpg
- How to Handle a Breakdown
… https://youtu.be/-ZqphBpceIs
Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles: of Negotiation https://youtu.be/FiEneNag8cI
LESSON NOTES
Questions are the way to elicit information. They are less threatening than statements.
But they are equally able to steer the topic of discussion.
Don’t ask a question unless you are prepared to listen fully to the answer – and with an open mind
• Open Questions
• Probing Questions
• Closed Questions
…and Multiple Choice Questions / Alternates
• Reflective/Hypothetical Questions
o Suppose that…
o What if…
o If… then…?
• Avoid Multiple Questions
• Avoid Leading Questions
• Ceding Control – No questions
• Questions for the Yes habit
o Common ground
RECOMMENDED EXERCISE
1. Next time you have a negotiation, include questions in your preparation. Decide what questions will help you:
- Gather the information you need
- Steer the negotiation in a fruitful direction
(2 MC CPD Points)
2. During your next negotiation, before speaking, always check whether a statement or a question will be the best way to move the negotiation forward. Take time to consider your next question with care. (2 MC CPD Points)
3. If you have not already done so, watch our video on listening skills. Never ask a question unless you are ready to listen to the answer. https://youtu.be/YCIryXl-ApI
DOWNLOADS
Free Resources
- CPD Tools - https://gum.co/MC-CPD
Paid resources
- Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 4 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 8 MC CPD points
___
Note:
Links to our book recommendations are affiliated through Amazon
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