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...
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?
Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...Read More
Happy Holidays to you and yours! Chances are very good that you had to negotiate with at least a few people to figure out what your holiday plans would be this holiday season, and chances are good that it didn’t all go perfectly smoothly. If you are all still on speaking terms, that’s probably because you utilized some of your best conflict resolution tools...Read More