One good way to find out the other person or party’s perceptions is to ask questions. In a negotiation, questions are far more powerful than statements. 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.
