Start with No: The Negotiating Tools that the Pros Don't Want You to Know

by Jim Camp

In every case, which is the better question? “Is this the biggest issue we face?” versus “What is the biggest issue we face?” “Is this proposal tight enough for you?” versus “How can I tighten this proposal?” “Can we work on delivery dates tomorrow?” versus “When can we work on delivery dates?” or “How important are delivery dates?” “Do you think we should bring Mary into the loop now?” versus “Where does Mary fit in?” or “When should we bring Mary into the loop?” “Is there anything else you need?” versus “What else do you need?” “Do you like what you see?” versus “What are your thoughts?” “Is it too expensive?” versus “What price would you pay?” “Does it fit into your needs?” versus “How do you see it? or “Where would you use it?” This rule about interrogative-led questions is not rocket science. Negotiators have been taught for decades to ask open-ended questions, and interrogative-led questions are simply one type of open-ended questions.