True or false? Asking open-ended questions with a client during a negotiation encourages them to speak plainly.
True – because questions starting with “why,” “what,” and “how” will position the client to explain their thinking, and get you back closer to an open, human conversation.
False – because most negotiations aren’t negotiations. If you have a contract, you can be direct in your communication.
True – because if the client keeps talking, they will be more reasonable in their negotiation.
False – because sentences starting with “actually,” “well,” and “don’t,” place you in a position of power and that will help them understand that you’re really trying to help them.