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In business negotiations, open-ended or calibrated questions can be used to remove aggression from the conversation and give the illusion of control to the other party. These questions start with 'how' or 'what' and implicitly ask your counterpart for help, thereby eliciting important information. For example, if your counterpart is getting ready to leave, instead of saying, 'You can't leave', ask, 'What do you hope to achieve by leaving?' This approach acknowledges the other side and encourages a more collaborative negotiation.
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Open-ended or calibrated questions remove aggression from the conversation by acknowledging the other side. A calibrated question starts with the words "how..." or "what..." By implicitly asking your counterpart for help, you give them the illusion of control while eliciting important information. For example, if your counterpart is getting ready to leave, instead of saying, "You can't leave" ask, "What do you hope to achieve by leaving?"
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...
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