Ask for More

Ask, “What is the problem I want to solve?”

Fewer than one in ten people ask strong questions during a negotiation. Asking questions instead of making assertions can unlock valuable information, empowering you to get better results. Negotiation should be an ongoing process, rather than one which takes place during only a single meeting.

Open questions help you obtain the most information possible from your interlocutor. Effective negotiators need internal and external self-awareness. To nourish both, first answer five “Mirror” questions: queries which help clarify your own needs and desired goals. Then, ask the other party five “Window” questions: queries which help you understand the other person’s point of view. To get the most from the Mirror questions, do the following:

• Set a firm appointment for yourself to think in a relaxed environment.
• Write down your responses to increase your focus.
• Write what you think, “not what you wish you were thinking.”
• Summarize yourself in a few lines, noting repeated words.

According to innovation expert Darrell Mann, a quarter of attempts at innovation fail because ...