Questions,During,Negotiation,N business, insurance Questions During a Negotiation
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Negotiation is a process of discovery. Questions are raised andanswers given, statements made and rebuttals offered. During anegotiation there often is great pressure placed on you to providequick statements and sensible answers to hard questions. The trouble is most of us need time to think. We often find we getour best answers in the car driving home. ldquo;Why didnt I say . . .? Here are a few negotiating techniques to help you improve your ability to handle questions during a negotiation. Perhaps the most important thing you can do when negotiating is towrite down in advance the questions most likely to arise. Get one ofyour associates to play the role of a devils advocate and have themraise a host of hard questions likely to emerge in your upcomingnegotiation. The more time you have to think about answers to thesequestions the better your answers will be. The suggestions that follow work in any question-and-answersituation. Those of you who have faced a barrage of questions willrecognize their value. 1. Give yourself the time you need to think. Quick answers are risky. 2. Never answer until you clearly understand the question. 3. Recognize that some questions do not deserve answers. 4. Answers can be given that satisfy part of a question rather than all of it. 5. If you want to evade a question, provide an answer to a question that was not asked. 6. Some answers can be postponed on the basis of incomplete knowledge or not remembering. 7. Make the other party work for answers. Get them to clarify the question. 8. When the other person interrupts you, let them talk. 9. Correct answers in a negotiation are not necessarily good answers. They may be foolish. 10. Dont elaborate. You may disclose more information than is necessary. The art of answering questions lies in knowing what to say and whatnot to say. It does not lie in being right or wrong. There are fewyes-or-no answers. Ill never forget observing one witness at a series of senatehearings. For almost two days the witness sat before the senators andwas asked a barrage of questions about where, and to whom the moneywent. Hardly a question was answered. The witness never quiteunderstood the question, so he kept answering questions that were neverasked. He smiled a lot, never got angry, and remained confused to theend. It was the senators that finally gave up.
Questions,During,Negotiation,N