Business Negotiation April 26, 2017

Questions

As you know, successful business negotiations require a good amount of listening and learning. There is no better way to listen and learn than to ask good questions of the other party. We’ve compiled a list of all purpose questions that you can use the next time you need to learn a bit more about the other party's position. Directive questions—These specific questions work best when a buyer seems uninterested or apathetic. What price have you been paying? What price must I meet? Have you seen the report on our product? What specifically makes you unhappy with the product? Non-directive questions—General questions to gather broad answers, giving the other person a chance to express him or herself: How do you usually determine the price? Please explain the manufacturing process. What do you look for in a good warranty? How do you feel about our company? Questions that get specific information: Will you show me how you got to that figure? What objections do you have to our product? Will you explain that to me? Questions to stimulate thought: Would you consider a this deal (specify something like two-year contract, etc.) What if we ordered twice as many? Questions to cause decisions to be made: Did you know we are increasing the price next week? Are you ready to order now for a 10% percent reduction in the price? Are you interested in the product? Why not?