The power of questions in negotiation: how inquiry paves the way for a win‑win outcome

💎 David Goldwich, in his book “Win‑Win Negotiation,” writes: Negotiators who pursue a win‑win mindset ask many questions, because they know that by asking numerous questions, many solutions for successfully concluding the negotiation will come to mind.

🔹 Yet the scope of questioning is not limited to this and also brings the following benefits:

◽️1. Asking questions creates intimacy between us and our counterpart.

◽️2. When we ask questions, we gain more time to think.

◽️3. By asking questions, we control the negotiation process—just like a judge or investigator who, through questioning, corners the defendant.

◽️4. Asking questions helps us better understand the opinions and positions of our counterpart.

◽️5. Questioning helps us persuade our counterpart more easily and effectively.

◽️6. Inquiry enables us to obtain more information from the other party and design our negotiation scenario more precisely.

◽️7. Asking questions allows us, when necessary, to slow down the negotiation and buy time.

◽️8. Through questioning, we can gain the implicit agreement of our counterpart. For example, instead of saying “This product is useful for you,” we can ask “Why do you think this product would be beneficial for your company?”

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