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Arguing With Questions: A Negotiator’s Secret Weapon
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In previous episodes, we’ve covered conflict styles, some magic words to use in mediation and the idea of tiered proposals, but today we're talking about one the most effective negotiation strategies there is - and that’s arguing with questions.
We’ve talked before about the ineffectiveness of positional bargaining, but it’s often the only way our clients have been taught to negotiate. They make the mistake of starting off negotiations by stating their position and then proceeding to JADE (justify, argue, defend or explain)…
The skinny
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