Here are some other great standbys that I use in almost every negotiation, depending on the situation: ■What about this is important to you? ■How can I help to make this better for us? ■How would you like me to proceed? ■What is it that brought us into this situation? ■How can we solve this problem? ■What’s the objective? / What are we trying to accomplish here? ■How am I supposed to do that? The implication of any well-designed calibrated question is that you want what the other guy wants but you need his intelligence to overcome the problem. This really appeals to very aggressive or
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