Chapter 12
Questions/Trial Balloons
The next tactics we’ll discuss are super easy to use, but awesome in their effectiveness. They’re called questions and trial balloons. Questions are designed specifically to receive answers, which increase information. We’ll talk about them first. A trial balloon is constructed simply by putting “what if” in front of a suggestion to the other side. We’ll talk about how to use this tactic too.
QUESTIONS
Remember, in any negotiation, knowledge is power. Any increase in knowledge about the other side increases your power relative to them. Use questions to probe for answers, which increase your information about the other side. Remember that during negotiation preparation you used questions to find out as much ...
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