Questioning Techniques

What kind of questions stimulate discussion?

• closed questions

• open questions

• personal questions

• financial questions

The best negotiators use _______ as many questions as the average negotiator.

Questions can be used to:

• clarify

• challenge

• stimulate discussion

• agree

The ____________ are famous for using silence or a dramatic pause as a tactic.

Signaling a question is a good way to

• be sure to get the other side's attention

• challenge someone

• ask closed questions

Using questions to challenge something is a good way to be

• more confrontational

• more direct

• more diplomatic

• more like the Japanese

Questions are an excellent alternative to:

• closing the deal

• giving a proposal

• agreement

• disagreement

One way to show disapproval is to _______ part of what your opponent says as a question.