February 2011
Intermediate to advanced
320 pages
6h 18m
English
Content preview from The Negotiation Book: Your Definitive Guide To Successful Negotiating
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4.7. 7. CURIOSITY:
Asking why because you want to know
In negotiation there is no place for complacency.
Questioning and qualifying in your quest for clarity and understanding are what come more naturally with the trait of curiosity. For some, curiosity comes as naturally as it does to children who, keen to understand the world in which they live, are always asking questions. Gathering information both prior to, and during, the negotiation is the ultimate way of creating power. Even if you think you understand your market well or you have dealt with someone for many years it's still possible to assume far too much. Some negotiators get caught up with what they need to achieve and the pressures they face rather than seeking to understand what the other party needs or how things may have changed for them in recent times. Effective questioning used to seek information and uncover facts, data and circumstances, which may be not be obvious or may even be concealed, must be a precursor to making any proposal.
What are their priorities and why?
What are their time pressures and why?
What are their options and why?
How might any of these be changed?
Understanding the situation does not just come from questioning. Researching the other party, talking to others and obtaining credit checks are activities those who want to know and those who are naturally curious will be involved in. It's not an interrogation, but information is power and without insight you will be a weaker negotiator.
CASE ... |
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