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  • [Music]

  • This is part 7 of our negotiation book, asking questions.

  • Alright, that seems very simple, right? We're going to do a quick introduction,

  • asking questions that seem so easy, right?

  • Well, of course in negotiation you always ask questions, don't you? You begin by saying:

  • what's the price?

  • What's the quality? So of course negotiation is at it's very core, the

  • very beginning is about questions. But, in this chapter what we're really looking

  • at is: how do you use questions in your negotiation as a tactic? Where are the

  • tactics you use?

  • So, of course we can look at the different kinds of negotiation

  • situations,

  • namely integrated and distributive. So, if you're beginning your negotiation or if

  • you're in a negotiation that is aiming to be integrated that is win- win,

  • and of course you want to make sure that all of your meaning is very clear, that

  • you can contact you can communicate with the other side and they understand what

  • your needs are, remember that's a key part of integrative win-win negotiation.

  • On the other hand, if you're distributive negotiation which would be more common,

  • you use questions in a way to also send signals to make the other side think

  • something is true even though it may not be true. Where you use questions to send a

  • signal about what your resistance point is, your resistance price maybe even though

  • that may not be it.

  • So, you can use questions in a kind of what we say rhetorical way in English,

  • which means it's not really a question, it's more like sending

  • information. So, I think very simply in this chapter, what we're looking at is:

  • how do you use questions in these two context of integrative and distributive?

  • and the more questions you use of course, the better, the more you can get

  • information and maybe you can even use questions to get secret information from

  • the other side, or you send information which they think is your secret

  • information but really it's not your secret information.

  • so questions?


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