Subtle Questions And Subtle Answers

Asking questions is very powerful. Negotiation skills In order to understand each other's true thoughts and intentions, we must be very alert to using various methods and techniques to find out the needs of the other side, and asking questions is the most common means of obtaining information. Sophisticated negotiators always pay close attention to each other's "psychological process", carefully observe each other's behaviors, gestures, gestures, etc., and ask questions appropriately.

In the process of negotiations, the other side will often feel pressure and anxiety because of your questions, especially when negotiations are going to the stage of confrontation. When you ask the other party, the first thing you think is why the questioner wants to know this.

Therefore, when we ask questions, we should dispel the other's uneasiness. First we must respect each other, do not stab each other, do not show our emotions above the other side, and let the other person feel self esteem hurt. Secondly, problems should not be constrictive and make the other party feel embarrassed. They should give the other party room for maneuver and choice. To eliminate the anxiety of the other side, try to shift the topic. But when shifting the topic, we must be sure of the direction of the topic to be changed, and do it naturally and without any trace. Besides, we need to know what emotions the questioning will bring to the other side. Thirdly, if we can grasp the opportunity to ask questions, if we can grasp the timing of asking questions, we can often win the initiative on the negotiating table and guide the negotiations along the questioner's train of thought.

　　 Wonderful question The following results can be obtained:

Attract the attention of the other party.

You can get information you don't know.

The questioner conveys his feelings to each other through questioning, or conveys information that the other person does not know.

The activities that arouse the other's thoughts.

Make conclusions and use questions to bring the topic to a conclusion.

Of course, when talking, you should pay attention to the way and angle of asking questions, and try to avoid disturbing others. To this end, you can take some of the following questions:

Encouraging questions. Give someone a chance to talk and encourage him to talk. "Can you tell me more?" "what else do you feel?" you can also repeat several key words, sentences, viewpoints, etc., asking whether it is right or not, which will increase the interest of the other person's conversation. Sometimes it is possible to ask questions like "yes"?

Continuous questions. Some negotiation questions are shorter and better, and the longer they lead, the better. Understand the details of the matter, try to let the other side speak more, do not destroy each other's conversation.

Questions during cold or deadlock. It can raise open questions, divert attention to relieve stress, create a humorous story, or state the attitude and understanding of all sides. Some people like to ask a person to state their opinions when negotiating a deadlock. The rest are allowed to ask questions, not to discuss them.

Avoid improper questions. When asking questions, avoid inappropriate contents and methods, such as not paying attention to timing. If you can't simplify the way, you can't use too casual questions, which will make people unhappy. In short, the skill of asking questions is to pay attention to ways and means. According to the specific circumstances, choose the right topic.

Questions can be given to each other. Wonderful answer You can make yourself not in a passive position. The answer is a negotiation skill that needs to be gradually grasped. The common skills and methods of answering are:

Don't answer the questions thoroughly. The respondent should narrow down the scope of the question, or modify and explain the premise of the answer.

When answering questions, leave room for yourself. Don't expose your strength too early by answering each other's questions. Usually, a similar situation can be explained first, and then the topic is drawn back. Or, use rhetorical questions to shift the focus.

　　。 In answering questions, we should reduce the interest and opportunities of questioning. If a person finds loopholes in the questioner, he will often ask questions. Therefore, when answering questions, pay special attention to not letting the other party seize a certain point and continue asking questions. Therefore, we should adopt a proper way to avoid problems.

Making use of compliments is also a good way to avoid topics.

Some people refer to the process of negotiation as the bidding process of bridge. The purpose is to understand the strength and information of each other as much as possible through negotiation, and try to avoid exposing themselves too early. In the negotiations, the situation is ever-changing, we need to constantly grope for, and be good at summing up, grasp the skills of answering and questioning, and apply it to the practice of negotiation.