Some deal makers believe, there is no such thing as a bad ask. They believe that all questions ask for additional information, information that you would not receive if the question were not asked. I do not think that’s true!
Some questions weaken your bargaining position. They project a perceived lack of foresight. And they can allow opportunities for the other negotiator to take control. But you can turn some weak questions into better ones that benefit your negotiating position.
If you are somewhat confused right now, how do you feel about your confusion? Do you have a desire to find out more about this topic? Do you have any other need? That is the power of questions. They can control the thoughts of the other negotiator and put them in a position of power. Questions can also turn the other negotiator away from you. Therefore, you must know how and when to use them.
This article offers information on when and how to ask better questions to improve your negotiating position.
Bad/good questions:
A bad question becomes worse for a moment. That can diminish the perception of your personality and make you appear weak. But what might seem like a bad question asked at the right time can yield a wealth of information. That would make it a good question.
By asking questions like, how can I help you? Or, what can I do to help you? Does it show a lack of knowledge about the needs of the person you are applying for?
However, there is room for questions that may seem weak or lack specificity. You would use them when they enhance the planned personality you want to project. At such times, you would use the above questions as positioning tools. Questions like how can I help you will cast a wider net. You will get a deeper insight into the information you are looking for.
Better questions:
Better questions ask for better information. And they increased your sense of control as a negotiator. Such questions…
- use hypothetical scenarios. What-if scenarios explore the realm of possibility. They don’t commit you to perform unless all parties agree on the scenario. Example: What if we lowered your cost and shipped the items sooner, could we close the deal today? If the other negotiator agreed, you would have a deal. If it was not, you will have obtained information about your position in the negotiation. Either way, he has obtained valuable information.
- challenge existing standards. When you challenge popular beliefs, you will attract attention. Depending on how your questions are received, you will become more influential. You, too, may find yourself in a position where you have to defend your position. Therefore, consider the types of questions you will use to challenge popular norms and how they will position you in the negotiation.
- You can’t answer quickly. When they ask questions that someone can’t easily answer, they go into thinking mode. Depending on the environment, you can throw them a lifeline by answering the question yourself. Or, you can let them flood. By allowing them to flood, you allow others to see their lack of knowledge. That will lower your perceived expertise. By saving them, they are saved from the floods. That will ingratiate them with you.
Assumed issues:
What-if questions allow you to be perceived as possibly knowing more than you do. You can use them to test the other negotiator’s position or offer. To do so, make a statement that you infer that you have secret information. You can also make the statement sound like a question. Example: “You have given larger discounts in the past, correct?” After that, be very attentive to the response based on the inflection in the voice and the gestures shown. Look for signs of agreement, lies, or doubt. If you feel either, dig further.
The questions asked determine the information received. And the timing of those questions detracts from or enhances that information. To increase your ability to gather quality information in your negotiations, ask good timely questions that lead to better answers…and all will be well with the world.
Remember, you are always negotiating!
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After reading this article, what are you thinking? I would really like to know Contact me at [email protected]