Getting to Yes
Negotiation
Ask questions during negotiations
from Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury
How to Apply This
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When negotiating, ask the other person questions
Statements generate resistance. Questions generate answers. -
Once you ask the question, pause and be silent
Silence often makes the other side compelled to break it by answering your question. It can become one of your best weapons in negotiations!
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