Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts

The Value of Asking Good Questions

Answering the preceding questions should give you the edge you need to figure out whether to buy, sell, partner, and so on. They are just the tip of the iceberg, though; feel free to add your own, depending on the situation. As every savvy newspaper reporter knows, the quality of the questions you ask determines the quality of the answers you receive. Therefore, they must be concise and elicit the information you seek. Asking the wrong questions, or asking the right ones in the wrong way, or making general inquiries that provide you with a lot of details you don’t need, is a waste of time. When done right, interviewing is an incredibly powerful way to obtain the information you need and want. Just make sure ...