Ask Questions

You control a negotiation with questions, not by simply talking. The person who asks the most questions can control the content and direct of the negotiation. Asking questions is useful because questions generate answers while statements generate resistance. Questions are valuable because they pro duce information; questions give the negotiator control; and questions give the negotiator time to think and deprive the other person of thinking time. It is true that most people cannot answer a question and think about something else at the same time.