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Open-ended question asking

Tags: negotiating

Open-ended question asking are those that start with “why” and “how”, questions that do not lend themselves to short answers. They are a useful technique because it buys time, it “empowers” the opposing party to solve your proposed issue/problem. This empowerment shifts the frame of the conversation and makes the opposing party feel in control1.

Bibliography

1. Voss, C. & Raz, T. Never Split the Difference: Negotiating As If Your Life Depended On It. (Harper Business, 2016).