The buyers in the negotiation, who were cronies of the researchers, tried three different strategies. When the buyers asked about the iPod, “What can you tell me about it?,” only 8% of the sellers disclosed the problem. The question “It doesn’t have any problems, does it?” boosted the disclosure to 61%. The best question to ask, in hopes of discovering the truth, was this one: “What problems does it have?” That prompted 89% of the sellers to come clean.
