10 Powerful Nego Tips Flashcards
What are the questions you should use to improve negotiation?
NO oriented questions
1. Is now a bad time to talk?
2. Is it a ridiculous idea?
3. Are you against XYZ?
4. Have you given up on XYZ? (has to be something they’ve already started on)
Then Get a That’s Right (TR) by
a. Summarizing their perspective, particularly their reservations
b. Then go Silent
If You don’t get a TR, then go with It sounds like I left something out
Letting out NO a little at a time.
5. How am I supposed to do that? (Forces empathy out of the other side.)
6. Your offer is very generous. I’m afraid it just doesn’t work for me.
7. Sounds like you got a place you want to start.
How to respond to questions.
8. What makes you ask?
a. Need clarity so that I respond to what you’re really asking
9. It seems like you have a good reason for asking that? (inflect as a question) Or
It seems like you have a good reason for asking that. (Inflect as a statement.
a. Then Go silent. Count to a thousand if you have to. Let them break the silence. Wait respectfully.
When the other side is failing to perform, not living to their agreement.
10. It seems like you have a reason for not doing XYZ.
Use no-oriented questions.
Replace standard yes-or-no questions with no-oriented ones.
For instance, instead of asking if it’s a good time to talk, ask ‘Is now a bad time to talk?’ This approach helps to lower the other party’s defense and encourages more openness in the conversation.
Reframe questions from the negative…
This technique encourages a more favorable response and helps facilitate agreement during negotiations as allowing someone to negate something gives them much needed safety.
Instead of asking if someone is in favor of something, ask if they are against it..
Restart conversations.
When communication stalls, use phrases like
‘Have you given up on X?’
to re-engage and address any underlying concerns the other party may have.
When you want to reject something, Gradually release NO’s by…
Starting with questions that allow the other party to express their concerns, such as
‘How am I supposed to do that?’,
to promote transparency and collaboration.
When faced with pushback for saying No, what can you do/use in response?
Use empathetic statements.
Eg.
‘Your offer is very generous, but it just doesn’t work for me.’
This acknowledges the other party while asserting your position.
Foster rapport from the start in response to conventional greetings by…
Responding to inquiries about your well-being by redirecting the conversation:
‘Sounds like you have a place you want to start.’ This maintains focus and shows you value their agenda.
To Explore the motives behind questions…
Respond with ‘What makes you ask?’ to uncover the real inquiries and intentions behind their communication.
Respectful silence.
After making a statement, embrace silence to let the other party process and respond. This builds respect and allows them to share their perspectives.
Address performance issues collaboratively
Use phrases like ‘It seems like you have a reason for not doing X’ to gently probe into performance issues without confrontation, fostering a safe dialogue.
Emphasize teamwork in your approach.
Encourage others to share these negotiation techniques, reinforcing the idea that collaboration and teamwork lead to better negotiation outcomes.
instead of “Do you have a few minutes?”, use…
instead of “Do you have a few minutes?”
Replace “Is it a good idea?” with…
“Is it a ridiculous idea?”
“Is it a ridiculous idea?”, ask…
“Are you against XYZ?”
How to restart ghosted conversations?
“Have you given up on X?”
How do you “softens rejections”?
“Your offer is very generous, but it doesn’t work for me”
if you want to save time in conversations, use…
“It sounds like you’ve got a place you want to start”.
Which question helps uncover deeper motivations behind questions?
“What makes you ask?”
