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Secret Strategies To Replying To Questions Successfully When Negotiating

Do you know the secret strategies that allow you to answer questions successfully when negotiating? Successful negotiators use these secret strategies all the time. If you don’t know what the strategies are and you’d like to unlock the door to more successful negotiation outcomes, take the time to uncover the ease at which you can discover and apply three secret strategies when you negotiate. You’ll increase your negotiation skills by using these secret strategies.

1. When a question is posed that you don’t want to answer, ignore it. Instead, reply by making a statement that’s beneficial to your position.
   1. Ex: You’re negotiating ‘price’ and you’re asked the question, “Don’t you think your price is a little high?” Instead of addressing the question, you might respond with, “The value contained in our product nets a 33% return on investment.” In this case, you haven’t answered the question, but instead you shifted the discussion towards a point that is more advantageous to your position. Of course, you have to be prepared to substantiate your claim.  
2. Listen to the way questions are phrased and observe the body language (nonverbal signals) that’s conveyed with them.
   1. Ex: The other negotiator says, “You’re price is not right“. (For the sake of highlighting his body language posture, envision him with raised hands, palms up.) In that situation, the phraseology, “You’re price is not right” is not very directive. By raising his hands, with his palms up (nonverbal body language signal), he could be indicating the price should be higher, or he may think the product cost too much. In such a situation, probe first. You might ask, “What do you mean when you state my price is not right?” You should ask that question, instead of responding by lowering your price. He may think the deal is too good to be true, which may be the real concern behind his statement.    
3. When asked questions containing multiple parts, address the segment that suits your point.
   1. Ex: “If we can come to an agreement, would you prefer Monday or Tuesday delivery?” If you were not prepared to discuss the ‘delivery’ part of the question, your response could be, “Let’s discuss the possible covenants of the agreement.” Thus, at that point, the other negotiator would not control the negotiation, you would. 

When someone asks you questions during a negotiation, consider his intent. When you understand what the questioner is seeking, you’re better prepared to address his ‘real’ concerns. Always seek ways to address his ‘real’ concerns by utilizing one of the strategies mentioned above, before responding.

If you want to be a more successful negotiator, you have to be adept at fending off questions that are not advantageous to your position. Once you acquire the skills to do so, you’ll be amazed at how successful you’ll become when negotiating … and everything will be right with the world.

The Negotiation Tips Are …

• Questions are used to enrich or detract from your negotiation experience. Be ever vigilant as to how you use them and how they’re used against you.

• The person asking the questions is the person in control of the negotiation. As such, one way to control the negotiation is by asking probing questions that solicit additional insight and information.

• Never be afraid to laugh at a question to highlight it’s folly. Just be sure to direct your gaiety at the question and not the questioner.  

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more out of life, when you negotiate. Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMX Greg Williams (The Master Negotiator), All rights reserved. You are free to use this material from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com