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:

  1. Ask an open question.
  2. Pause.
  3. Use reflective or mirroring questions.
  4. Paraphrase.
  5. Use summary questions.

What do you use that helps to uncover negotiating opportunities? Please let me know… #negotiating #negotiationskills #salescoach