Mastering Negotiation Questions
The funnel technique is a powerful approach that begins with broad questions to uncover goals, allowing for deeper exploration as the conversation progresses. By continuously asking "What do you want?" in various forms, negotiators can maintain curiosity and guide the dialogue towards clarity, ensuring that initial responses are just stepping stones to more profound insights. This method not only customizes responses but also enhances understanding of the other party's true needs.In this clip
From this podcast
Negotiate Anything
Leadership: Avoiding the Advice Trap with Michael Bungay Stanier [Author of The Coaching Habit]
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