The power of hypothetical questions in negotiations

What separates average negotiators from outstanding ones? Research shows that it is the time spent on information gathering - asking questions, verifying details and ensuring understanding.

This approach not only provides valuable insights but also builds trust and consensus. Your counterpart sees you as someone who is genuinely interested in understanding their position and creating solutions that benefit both parties.

Unlocking locked negotiations

In particularly challenging negotiations or when discussions have reached an impasse, hypothetical questions can be remarkably effective. These 'what if' scenarios open up new possibilities:

"What if we adjusted the delivery schedule, which would give you more flexibility in implementation? Would that be worth exploring further?"

The beauty of hypothetical questions lies in their open-ended nature. You are just exploring interest without making promises or demanding anything from the other party. Nevertheless, the answers provide invaluable information about your counterpart's priorities and concerns.

Create a safe space for exploration

Think of hypothetical questions as initiating a joint brainstorming session. They create a safe environment where both parties can explore different options without feeling pressure to commit to anything.

This approach often restarts stalled negotiations by shifting the focus from stalemate to creative problem-solving. As you explore different scenarios, you will naturally delineate what matters most to your counterpart.

Next time you find yourself in a challenging negotiation, try introducing a thoughtful 'what if' question. It could be the key that unlocks a mutually beneficial agreement.

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