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Tactic #4 - Asking an Open-Ended Question
Summary: Using an open question to get more
expansive or revealing information from a counterpart.
Open-ended questions almost
always start with who, what, where, when, how, or why. They play a
strong role in negotiations as techniques for gaining as much accurate
information as possible.
Example
Carrie is in the market for a used car. She wants to buy one from
someone who has completed the scheduled maintenance. More specifically,
she wants to buy a car from someone who has changed the oil every three
thousand miles. She thinks about Asking a Closed-Ended Question
like “Have you changed the oil every three thousand miles?” But since
the owner would know the answer Carrie wants to hear, she is afraid he
would answer “yes” even if the real answer were, “Yes, when the car was
new, but over the last year, the oil has never been changed.” She
decides to use an open-ended question to gain more complete information,
and says, “Tell me what type of maintenance has been done on this car.”
This request has to be answered with details instead of a simple “yes”
or “no.”
Counter
Sometimes you have no idea why a counterpart is asking you a specific
question, in which case it may be wise to ask your counterpart a
question to clarify or verify why the information is important. For
example, the car seller might ask, “Can you tell me what specific type
of maintenance records you are interested in reviewing?” Clarifying
Carrie’s needs may be important, especially if the person selling the
car has done all the repairs himself—and has not kept records. A second
counter is to rephrase the question as a closed-ended question and then
answer it. For example, the seller could respond, “If you are asking if
I have changed the oil regularly, the answer is yes.”
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by
Peter Stark and Jane Flaherty.
Ask the
Negotiator
Dear Peter,
I am working for a reputable software organization and have recently
interviewed with another equally good software multinational
company. I am facing the final interview process, the pros and cons
of which are below:
Pros:
1) Equally good organization, but the MNC has an edge in terms of
brand name.
2) Might give me a hike of 20-30% as compared to my current salary.
3) Might/might not give me the next higher level on designation.
Which I may get in the current organization, if I stay for 2-3
years.
Cons:
1) I would need to move to a different city
2) I would have to stay away from my family for at least 6 months as
my children's academic year is midway through
3) Stand a higher risk of layoff
Can I get some quick support/suggestion in negotiating with the MNC
organization?
Regards,
K
Dear K,
This is a great negotiation scenario because it has both personal
and business elements involved. My first question is: What do your
heart and guts tell you to do? Do you really want to be away from
your children for six months? I can only speak for myself but I
could not leave my wife and kids for a six month timeframe, even if
I came home every other week or once a month. But, that is for you
to decide.
So, here is my suggestion. I would negotiate with your potential new
employer to discover the best salary, benefits and promotional
opportunities they can offer. You have nothing to lose and great
information to gain. Once you have their best offer, then you can
decide if it is really worth it to move. Next, if you are willing to
move, I would take the offer to your current employer and ask if
they can match the offer or significantly improve your current
status. If they are unable or unwilling to do so, then the
decision to leave will be yours to make. You might even say that
your current employer made the decision to leave for you. If
they improve your salary and status at all, then you might be much
more willing to stay.
Now, I have shared a strategy and a tactic and I end with how I
started. Go with your heart and guts. Sometimes the very best deals
you make are the ones you pass up.
Best
Regards,
Peter
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge to patti@pbsconsulting.com.
If your challenge gets published, we'll send you an autographed copy
of The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty ($14.95 retail)
WOW!!
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
10 Trustworthy Negotiations
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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