Why Asking Questions Is Better Than Arguing
Asking questions is better than arguing — what the studies show, and what they do not show.
The Research
Rackham & Carlisle (1978, Journal of European Industrial Training) observe that effective negotiators ask twice as many questions.
The Limitation
Observation of British business negotiations, limited sample.
The Nuance
Questions reveal the interests behind positions, a prerequisite for creative agreements. (our executive and employee training programmes)
Practical Implication, Testable in Neuchâtel
Prepare ten open-ended questions before the negotiation and count those actually asked. To go further: explore the Advanced Negotiation training in Neuchâtel in the canton of Neuchâtel, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Neuchâtel
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