A statement commits you to whatever you said; it doesn’t get you any information, and it gives the other side something to throw things at. You become the target. A question, on the other hand, doesn’t commit you, usually gets you information, and gives you something to throw things at if you wish. Questions focus the other side on themselves. Almost everything you say in a negotiation should be a question. It helps you find out if they really intended to communicate what you first think they mean.
