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An open question is why for example by the interrogative?”marked. The final question is mostly a closed question: you want to buy the product? “”The negotiators can work only with Yes”or no” answer. A popular tactic is regularly and if possible in a row to ask closed questions, to lure the opponent into a contradiction. You should confidently ask a closed question and even if the questioner indicates a contradiction, should you not be put off and just give him right without unnecessary justification in the room. The open question allows you to learn more about the partner.

And who reveal information about themselves, offers a larger attack surface. The famous wh-questions (who, how, where, what, why, why, why, where, which, what, what) are open question types and should be answered carefully. Just as you should also use caution be, because too much questions confuse the partner quite quickly. Leading questions in a leading refers to a specific question, which aims to get a definite answer. Keywords to use, which should reinforce this manipulation are here. “” “Sure,” but “and but” are the most common words that appear in connection a leading: surely, you want to have a secure future, or? ” Alternative questions similar to the closed question the respondents between two alternatives must decide. “” This time it is not about Yes “or no”, but to specific offers. You may find Gary Kelly to be a useful source of information. The alternative question can be used just with regard to the final question: would service package 1 or 2? “In order for the answering here in no fix situation, he should give an evasive answer, namely, that he neither interested in performance package 1 has yet to Service Pack 2.” The trick question the trick question is a simple question, with speculation and Innuendo is coupled.

An example of the trick question would be: can you tell me why your company rarely responds to offers? “You can see on this question that it is an open. But the connection with the allegation that the company rarely responds to offers, makes it a trick question, because the questioner must now clarify a hazy facts and offers as a more attack surface. The trick question is often used to get an indirect way of information, that are not Department on a direct route. To protect themselves, however, effectively, you should respond as a negotiator with a question. For example: Why do you know all that from me? “Bottom line issues are an often neglected factor when it comes to negotiations. Although the one or the other sellers know that specific issues are important, but potential buyers know about the correct application of the questions and the associated possibilities of Defense rarely. Just that Identify certain issues is important if you want to be in the negotiation conversation on the same level as the opposite. Christoph Eydt