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?
What is face negotiation theory? When was the last time you were having a conversation with someone and noticed their facial reactions? What did you do? Did it alter the way you pushed the conversation forward? In most cases, this is precisely what happens. While some may see an emotional reaction and take advantage of it to press their needs or desires, others may shift their manner of speech, change the subject, or otherwise be more concerned with how that individual is reacting or responding...Read More
Whether you’re negotiating for a better price on lunch or a new car or a multi-million dollar deal at work, how you listen matters. Of all the life skills we develop from childhood, listening is actually one of the most overlooked and underappreciated...Read More