Make a Statement - Ask a Question

Whether you are making one more attempt now to break the deadlock, or are meeting informally later, this key skill will enable you to move the process forward. It is an accepted fact that whoever is asking questions is in control. Being in control is your responsibility. If you want to be effective in your negotiation, the only way you can maintain that control at this point is by making an acceptable statement and then following it with series of W questions.

W questions are absolutely vital, simply because they are your only chance of getting the buyer talking again. For example: 'We are going to come back again informally; could I ask, what do you feel most strongly about? What in your opinion could change our problem? How would you feel about a 24-month option? What is it that you do like about our proposal?' You may well find in some cases that this technique enables you fairly easily and naturally to go back to negotiating again.

Whether it does or doesn't, the W questions will give you information that can enhance the process of reflection which will now have to take place.



How to Negotiate Effectively
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
Year: 2003
Pages: 111
Authors: David Oliver

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