“Do You Ask ‘Why’ To Get The Best Negotiation Results” – Negotiation Tip of the Week“Do You Ask ‘Why’ To Get The Best Negotiation Results” – Negotiation Tip of the Week https://c-suitenetwork.com/advisors/wp-content/themes/csadvisore/images/empty/thumbnail.jpg 150 150 Greg Williams, MN, CSP https://secure.gravatar.com/avatar/1f08a50bcaed92eae0990a65c7808a62?s=96&d=mm&r=g
“Do You Ask ‘Why’ To Get The Best Negotiation Results”
People don’t realize they’re always negotiating.
Why should I? Why can’t I? Why is that? What value does that have for you, and why? Those are forms of questions using why that you can use to gather more information in a negotiation.
In a negotiation, a negotiator makes an offer, the other negotiator assesses it, reframes it, and the process continues. It does so until the negotiators conclude the negotiation. During that process, some negotiators don’t realize they can take shortcuts to reach their goal. They can do so by asking their counterpart what he wants and why he wants it. His answers reveal the crux of what he seeks from the negotiation. From that insight, you’ll have a better idea of what offers to make to reach your negotiation goals. Here’s how you can use ‘why’ to get the best outcomes in your negotiations.
Remember, you’re always negotiating!
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After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com
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