January 8, 2024

POSING QUESTIONS WITHOUT HOSTILITY

A negotiation cannot be conducted without questioning the other person's presentation. You must probe into that person's facts and assumptions.

During negotiation, I have found that some of the following phrases help reduce tension when a position is questioned:

• On the basis of your assumptions, I can understand your conclusion. However, have your considered..…?
• There is some information you may not have had available. Please consider ……
• Let's look at it this way ……
• The difference between our points of view is not large, however ……
• I think your production manager may have led you in the wrong direction ……

The last one is very important. We can minimize the hostility created when a person is put into an awkward position by shifting the responsibility for errors and discrepancies to a third party such as a lawyer, accountant, production manager, another department, or someone no longer with the organization.

Hostility can also be relieved by finding as many common areas of agreement as possible. These are then incorporated into a position that emphasizes what both parties are for, rather than what they are against.