This month we will begin to look at  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.  Since this is such an important part of negotiating, and there is so much information, this month's issue will be Part 1 on questioning skills and we'll bring you Part 2 next month.

It has been said, "You can tell whether a man is clever by his answers.  You can tell whether a man is wise by his questions." (Naguib Mahfouz)  It is my hope that after reading the next two issues of The Master Negotiator you will truly be a wise negotiator.

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

To create a win-win outcome, you need to know your counterpart's needs, wants, and goals.  Like a detective, you search for any information that will help you better understand your counterpart's motivations and true intentions.  While you are involved in the questioning process, pay close attention, not only to your counterpart's words, but also to her actions, reactions, mannerisms, and gestures, as they will offer many clues to your counterpart's thoughts.

Read more about skillful questioning . . .

There are two main types of questions: restrictive or closed-ended, and expansive or open-ended.

Restrictive or closed-ended questions usually seek a specific bit of information, and the answer is often a simple "yes" or "no."  But a desire to limit the answer to "yes" or "no" is not the only reason to ask a closed question.  This type of question can also serve a number of other useful purposes. To read more about restrictive or closed-ended questions, click here.

Generally speaking, expansive or open-ended questions yield much more useful information than closed-ended questions.  Expansive questions tend to provide a window into your counterpart's mind.  To read more about expansive or open-ended questions, click here.

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'll explore the first six in this issue of The Master Negotiator and the next six in next month's issue.

The first purpose for questioning is to gain information.  Obtaining information is the most obvious reason for asking questions.  You try to fill in gaps where you lack information.  When you do not have all the answers, or when you are not sure whether you have the right answers, ask.  Don't assume anything when you are negotiating.

To read more about why people ask questions, click here.