Negotiation Strategies August 10, 2009

Questions

As you know, successful business negotiations require a good amount of listening and learning. There is no better way to listen and learn than to ask good questions of the other party. We’ve compiled a list of all purpose questions that you can use the next time you need to learn a bit more about the other party's position.

Directive questions—These specific questions work best when a buyer seems uninterested or apathetic.

What price have you been paying?

What price must I meet?

Have you seen the report on our product?

What specifically makes you unhappy with the product?

Non-directive questions—General questions to gather broad answers, giving the other person a chance to express him or herself:

How do you usually determine the price?

Please explain the manufacturing process.

What do you look for in a good warranty?

How do you feel about our company?

Questions that get specific information:

Will you show me how you got to that figure?

What objections do you have to our product?

Will you explain that to me?

Questions to stimulate thought:

Would you consider a this deal (specify something like two-year contract, etc.)

What if we ordered twice as many?

Questions to cause decisions to be made:

Did you know we are increasing the price next week?

Are you ready to order now for a 10% percent reduction in the price?

Are you interested in the product? Why not?

These and many other kinds of questions are discussed in Chester L. Karrass’ book: Give and Take.

What questions work best for you?