Negotiation Manipulation Moves: Smart And Acceptable Manipulation Tactics You Can Employ To Turn The Negotiation Odds In Your Favor (Conflicts and Negotiations series Book 3) by Asaf Shani

Author:Asaf Shani
Language: eng
Format: epub, mobi
Published: 2014-02-04T14:00:00+00:00

Having as many advantages, one would expect that people, especially experienced negotiators, would master the skill of asking open-ended question. This is not the case, though. Most people don't know how to ask open-ended questions.

I think that the reason for this is that asking open-ended question counters our innate human behavior. In order to ask an open-ended question, one should concentrate on what the other side is saying. This means that he has to put aside his own agenda, which is, like in the skill of true listening, quite contradictory to what we are designed to do.

Open-ended questions are one of the active listening tools. You ask a question about whatever the other side has said, demonstrating that you are listening to him.

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