. Think before you speak

Asking questions the right way is both an art and a science. Ask the question the wrong way and a person might retreat and not answer, become defensive and withdraw from the conversation. Ask the question in another wrong way and a person might suddenly become defensive and attack you. Ask it the right way, and the person might ‘spill the beans’ and be comfortable with the discussion.
During a negotiation, we need to learn how to ask questions the right way to get vital information. We need to think about how to ask questions to get the other party to talk.