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Peter Barron Stark
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What's New In This Issue:
1. Welcome
2. Why People Ask Questions, Part II
3. Keys to Proper Questioning
4. Designing Purposeful Questions
5. Negotiation in
Action
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Welcome
This month we bring you the second issue on the art
of questioning - a critical skill for every negotiator. This
skill allows you to uncover your counterpart's real needs, and once
you've done that, you have a decided advantage in the negotiation.
If you missed the first issue on questioning, or would like a quick
review,
please click here.
Please feel free to contact me with any
negotiating questions or article ideas. We'll do our best to address
them in upcoming issues. (peter@pbsconsulting.com)
Remember, almost everything in life is
negotiable.
Peter B. Stark |
Why People Ask Questions - Part II
It is in your best interest to ask a lot of
questions when negotiating. We have identified twelve reasons
for asking great questions in your next negotiation. We
explored the first six in last month's issue of The Master
Negotiator and in this issue we highlight the final six.
To read Why People Ask Questions, Part II,
click here
To read Why People Ask Questions, Part I, click here
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Keys to Proper Questioning
The way you ask a question is as important as its
content. To gain the maximum information about your
counterpart's needs and motivations, you have to structure your
questions carefully.
Click here to read the key points to help you
gain accurate information.
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Designing Purposeful Questions
You are interviewing for a job as a sales
representative for a company that makes software for lawyers.
Two of your main goals are to have more flexible working hours and
to be able to telecommute a couple of days a week. What
questions should you be asking?
Click here to read the questions
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Negotiation
in Action – Ask the Right Questions
Susan, a print sales person was trying to land a
new account. Through careful questioning, she was able to ascertain
the dollar amount the potential client spent on a monthly basis for
his printing. She also learned from the client that he was
interested in trimming his printing costs and willing to consider
new vendors. She asked the client, “If I can deliver the same high
quality job and save you substantial money, would you review my
proposal and consider having me service your account?” The potential
client said that saving money would be of great interest to him, if
the quality could be matched, and that he would welcome Susan’s
proposal.
The salesperson worked diligently to reduce costs and was pleased to
present the potential client with a proposal that was $15,500 less
annually than he was currently spending on his printing costs. The
potential buyer asked for time to review the proposal, during which
time he took it too his current print shop, who agreed to match the
price to keep the account.
Susan was livid when she learned that the buyer had maintained his
account with his current print vendor. In hindsight, she realized
that although she asked questions, she could have saved herself some
time and disappointment if she had asked the “right” questions. In
review, the buyer never said Susan could have the account, just that
he would review her proposal. It would have been more productive if
Susan had asked, “If I can show you how to save a substantial amount
of money on your printing, can I have the account?” Or, even more
specifically, “If my proposal beats your current printing costs, can
I have the account? I want to ensure that I’m not just presenting a
proposal that will be taken to your current print vendor in order
that my price can be matched.”
Taking the time to adequately plan your questions, ensuring that
they are the “right” questions not only will same you time, effort
and disappointment, but help you maintain your focus and confidence
leading to a winning outcome.
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