For Subscribers

Let's Talk About It

In negotiation, it helps to know which questions work--and which don't.

By Marc Diener

Opinions expressed by Entrepreneur contributors are their own.

One way to look at negotiation is as an extended volley ofQ&A. In the early game, your thoughtful queries will help breakthe ice, assess character and gauge leverage. In the middle game,they'll help you extract information, generate alternatives andfocus the open issues. And in the end game, you will use themskillfully to persuade, pin down and close.

The open-ended question is the closest thing deal-makers have toa Swiss Army knife. These are questions that begin with who, what,where, when, how or why. Because they cannot be answered with asimple yes or no, they will encourage your opponent to talk and,hopefully, give you strategic information. They are valuable at allstages of a deal, but especially so at the beginning, when eachside is sizing up the other. Ask them innocently, if you can. Usethe power of silence. Listen to the answers carefully. With luck,your opponent will tell you far more than he or she should.

Continue reading this article — and all of our other premium content with Entrepreneur+

For just $5, you can get unlimited access to all Entrepreneur’s premium content. You’ll find:

  • Digestible insight on how to be a better entrepreneur and leader
  • Lessons for starting and growing a business from our expert network of CEOs and founders
  • Meaningful content to help you make sharper decisions
  • Business and life hacks to help you stay ahead of the curve

Editor's Pick

Everyone Wants to Get Close to Their Favorite Artist. Here's the Technology Making It a Reality — But Better.
The Highest-Paid, Highest-Profile People in Every Field Know This Communication Strategy
After Early Rejection From Publishers, This Author Self-Published Her Book and Sold More Than 500,000 Copies. Here's How She Did It.
Having Trouble Speaking Up in Meetings? Try This Strategy.
He Names Brands for Amazon, Meta and Forever 21, and Says This Is the Big Blank Space in the Naming Game
Thought Leaders

The Collapse of Credit Suisse: A Cautionary Tale of Resistance to Hybrid Work

This cautionary tale serves as a reminder for business leaders to adapt to the changing world of work and prioritize their workforce's needs and preferences.

Green Entrepreneur

A Massive Hole In the Sun May Cause Dazzling Light Show Here On Earth

NASA says the coronal hole could blast the Earth with solar winds as early as Friday. What does this mean?

Business News

These Are the Most and Least Affordable Places to Retire in The U.S.

The Northeast and West Coast are the least affordable, while areas in the Mountain State region tend to be ideal for retirees on a budget.

Business News

The 'Airbnbust' Proves the Wild West Days of Online Vacation Rentals Are Over

Airbnb recently reported that 2022 was its first profitable year ever. But the deluge of new listings foreshadowed an inevitable correction.

Leadership

'Bare Minimum Mondays' Could Mean Productivity 'Hell' for the Rest of the Week, Expert Warns — Here's How to Prevent It

Executive coach and Merging Path CEO Brooks E. Scott reveals what employers should do to stop burnout before it starts.