What type of questions to ask in negotiations

On this episode Jacqueline is talking about What times of questions to ask in negotiations.

Key Points:

[00:02: 09] - 5 part framework - L.A.T.T.E. framework

- (L) - Look

- (A) - Anticipate

- (T) - Think

- (T) - Talk

- (E) - Evaluate

[00:03:02] - When is it helpful to ask questions during a negotiation?

- To seek to gain information

- To check for understanding

- To gain participation in the conversation

- To get the conversation back on track

- To reduce tension

[00:10:55] - What are the types of questions to ask

- Open ended questions (broader answer, more expansive question)

- Closed ended questions (restrictive, can introduce bias)

Quotes from the Episode: “Negotiations is a conversation, not a battle.” [00:02:01]

“Information is power, the more you know the better informed decisions you can make.” [00:03:12] “You want to avoid as much bias as possible because sometimes bias is formed off of assumptions.” [00:11:21] “Set the framework to understand what type of information will help you make a good decision.” [00:12:54] Links: Jacquline Twillie - https://www.jacquelinetwillie.com/

Don’t Leave Money on the Table - https://www.amazon.com/Dont-Leave-Money-Table-MaleDominated/dp/1089197926/ref=tmm_pap_swatch_0? _encoding=UTF8&qid=1570843565&sr=1-1

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