Questions in Negotiation Table

Manageable Questions Examples Open-ended questions—ones that cannot be answered with a simple yes or no. Who, what, when, where, and why questions. “Why do you take that position in these deliberations?” Open questions —invite the other’s thinking. “What do you think of our proposal?” Leading questions—point toward an answer. Don’t you think our proposal is a fair and reasonable offer?” Cool questions—low emotionality. “What is the additional rate that we will have to pay if you make the improvements on the property?" Planned questions—part of an overall logi­cal sequence of questions developed in advance. “After you make the improvements to the property, when can we expect to take occupancy?” Treat questions—flatter the opponent at the same time as you ask for information. “Can you provide us with some of your excellent insight on this problem?” Window questions—aid in looking into the other person’s mind. “Can you tell us how you came to that conclusion?” Directive questions—focus on a specific point. “How much is the rental rate per square foot with these improvements?” Gauging questions—ascertain how the “How do you feel our proposal?” Unmanageable Questions Examples Close-out questions—force the other party into seeing things your way. “You wouldn’t try to take advantage of us here, would you?” Loaded questions—put the other party on the spot, regardless of the answer. “Do you mean to tell me that these are the only terms that you will accept?” Heated questions —high emotionality, trigger emotional responses. “Don’t you think we’ve spent enough time discussing this ridiculous proposal of yours?” Impulse questions—occur “on the spur of the moment,” without planning, and tend to get conversation off the track. “As long as we’re discussing this, what do you think we ought to tell other groups who have made similar demands on us?” Trick questions—appear to require a frank answer, but really are “loaded” in their meaning. “What are you going to do—give in to our demands, or take this to arbitration? ” Reflective trick questions—reflects the other into agreeing with your point of view. “Here’s how I see the situation —don’t you agree?” Source: Adapted from Gerard Nierenberg, Fundamentals of Negotiating (New York: Hawthorn Books, 1973), ap. 125-26.