Chapter 11: Questions, Questions, Questions

Questioning - An Overview

Many aspiring negotiators make the mistake of doing all the talking. We need to ASK, ASK, ASK, until it becomes second nature to ask questions, and listen for the answer. It is written somewhere, 'Be quick to listen and slow to speak.' One of my earliest mentors used to say to me, 'Oliver, you have two ears and one mouth; you need to learn to use them in that proportion.'

Let's face it, the less you say, the more relevant you are likely to be. Let me ask you a few questions myself. If you are talking, who are you normally talking about? Of course the answer is 'yourself'. That produces a defensive or bored response in the counterpart. Worse still, you will inevitably be giving away information that they can use to their advantage.



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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