ANT in Negotiation

‘Ask, Not Tell’ – I wrote before in this blog such advocate is essential in presentation, training, facilitation and coaching. I was in a negotiation class yesterday. It highlights that by research skilled negotiators tend to ask 3 times more questions than average negotiators! In negotiation, questioning can:

· Expose problem

· Reveal strategic information

· Control the discussion

· Be an alternative to disagreement

· Buy thinking time

Asking good questions helps in a lot of aspects in life!!