One of the most important elements of a robust negotiation strategy is your question strategy. Questions put you in charge during a negotiation. Questions accomplish the following:
- Establish baseline responses
- Allow you to direct the issues discussed
- Apply pressure to the other side as they attempt to respond
- Unlock information by getting the other side to talk
- Create momentum and continue the discussion
Many people are familiar with the classic question funnel as a strategy. I’ve modified the funnel and added a preliminary level called “Baseline”. It is critical to establish baseline responses for the other party in all styles of negotiation. You want to establish what a genuine “No” sounds like, feels like, and looks like. The theory is simple, ask questions that A) you know the answer or B) a reasonable person wouldn’t lie. Small talk is great for establishing a baseline. Great baseline questions are conversational and immaterial to the actual negotiation. Questions about hobbies, television, sporting events etc. work well. Ask questions you are fairly certain will receive a “No” response. For example when negotiating with a male counterpart I might ask: