The Value of Asking Questions in Negotiation - Business ...

When you see people trading numbers without asking questions in a negotiation they are really haggling.? That is they are tossing numbers back and forth without including any information behind the number.? While this may help get you a lower price, you may not get the best value. By asking questions about the reasons behind the number or clarifying the information you may have received, you might be able to find better value, challenge assumptions, or provide the other party information by the way you ask the question.?

For instance, if someone is trying to sell you a Civil War period antique, its value would be substantially higher if it could have been used in the Civil War rather than if it was made right after the civil war.? You might ask them what the patent date on the item is.? If the answer is after 1865, then it could not have been used in the Civil War.? If you already know the date, asking the question lets the seller know that his assumption is wrong without directly disagreeing with him on the age.?

Asking a landlord what is included in the rent might tell you that that great rate he quoted is not so good?since it does not include utilities, maintenance or cleaning.? Asking to include some or all of the exclusions will give you better value.?

By asking the repairman what I happens when my refrigerator warranty runs out and they have still not made a lasting repair revealed that the developer had purchased an extended warrant for the entire neighbor hood, but you had to register your appliance.? (The builder did not tell me that.) By knowing this, I saved additional repair costs or the price of an extended warranty.

As part of preparing to negotiate, think of some questions that you might ask.? By asking these questions in negotiations you can use them to your advantage to get better value and give credibility to your own offer.

Source: http://businessnegotiationservices.com/the-value-of-asking-questions-in-negotiation/?utm_source=rss&utm_medium=rss&utm_campaign=the-value-of-asking-questions-in-negotiation

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