As Donald Rumsfeld said – as we know, there are known knowns; there are things we know we know. We also know there are known unknowns; that is to say we know there are some things we do not know. But there are also unknown unknowns — the ones we don’t know we don’t know
When negotiating, the more you know about the other parties the better. As they say in the military – “Time spent in reconnaissance is seldom wasted”.
Having more information expands the range of solutions being considered. Here are my Top 5 probing techniques:
- Ask an open question.
- Use reflective or mirroring questions.
- Use summary questions.
What do you use that helps to uncover negotiating opportunities? Please let me know… #negotiating #negotiationskills #salescoach