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Skillful questioning provides you with
the maximum amount of information possible for developing
your negotiation strategy. Unfortunately, except
perhaps in law school, questioning skills are very seldom
taught. Remember, the counterpart with the most and
best information is the one with the best opportunity to
ensure a win-win outcome.
Asking good questions in negotiations
can be a challenging proposition. We are reminded of
an inexperienced lawyer who was defending a man accused of
biting off another man's ear in a brawl. The lawyer
asked one of the prosecution's witnesses whether he had
actually seen the defendant bite off the man's ear.
The witness replied, "No." The lawyer should have quit
right there and rested his case. Instead, he went on
to ask the witness how he absolutely knew that it was the
defendant who had been in the brawl. The witness
replied, "Because I saw your client spit out the man's ear."
This was the wrong question at the wrong time.
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