Questions to Ask During Negotiation: How to Have a Productive Conversation

Do you ask good questions in your business negotiations? You want and need information, and to win “yeses” rather than emotional resistance or indifference.

Do you use⁠ and can you tell apart⁠ the various types of questions in your negotiations? How often can you tell when your chain is being pulled to get a “fight or flight” response out of you?

Asking questions the right way is both an art and a science. Ask the question the wrong way, and the other negotiator might act like a turtle, becoming defensive and withdrawing into their shell. Ask the question the right way, and the other negotiator might “spill the beans.” Let’s look at some of the important distinctions in asking good questions to gain an advantage.

Negotiation is an art that involves give and take between parties to reach a mutually beneficial agreement Asking the right questions during a negotiation transforms it from a transactional interaction into a collaborative conversation Questions uncover motivations, surface potential solutions, and steer negotiations toward win-win outcomes.

This article highlights effective questions to ask when negotiating to achieve your goals while building rapport.

Why Ask Questions During Negotiation?

Asking thoughtful questions serves several valuable purposes

Gathers Intels – Questions help you collect useful intel to guide your negotiation strategy. Understanding the other party’s priorities, interests, and constraints allows you to tailor proposals to their needs
Surfaces Common Ground – Discovering shared goals through inquiry lays the foundation for win-win solutions. You can identify mutually beneficial options when you know overlapping interests.
Drives the Discussion – Savvy questions steer the conversation in constructive directions. You guide the flow of dialogue toward problem-solving rather than confrontation.
Builds Relationships -Asking others for their perspective makes them feel heard and valued. People are more receptive negotiators when you validate their viewpoint.
Avoids Misunderstandings – Seeking clarification prevents incorrect assumptions that stall progress. You nip confusion and misalignment in the bud through exploratory questions.

Types of Questions to Ask

Certain categories of questions bear fruit during negotiations:

Landscape Questions

These broad, open-ended questions help you grasp the full terrain. Examples include:

What factors or constraints are impacting your perspective?
How does this negotiation fit into your broader goals?
What key considerations should we keep in mind as we discuss solutions?
What challenges do you foresee if we cannot reach agreement?

Landscape questions uncover the complete context surrounding the negotiation so you see the full picture.

Clarifying Questions

Use concise, focused questions to pinpoint areas of confusion. For instance:

Could you elaborate on why this provision concerns you?
What specifically do you mean when you say this deal is unworkable?
Can you clarify the reasons behind your position on price?
When you say you feel disrespected, what makes you feel that way?

Clarifying questions clear up vagueness immediately so misunderstandings do not linger.

Compromise Questions

Explore fruitful compromises by asking:

On which points might we be able to find common ground?
Which of my priorities align with yours?
What types of compromises could address both of our key concerns?
What options have you considered that balance our interests?

These questions get conversations focused on practical compromises that give both parties something they want.

Solution Questions

Drive the discussion toward resolution by asking:

What ideas do you have for making this work for both of us?
How can we creatively resolve the sticking points between us?
What possibilities haven’t we explored yet that could satisfy us both?
What small steps could we take to move this negotiation forward?

Solution questions prompt creative problem-solving rather than knee-jerk reactions during tense moments.

Best Practices for Asking Questions

Follow these guidelines to extract maximum value from your questions:

Listen intently – Give your full attention so answers lead to insightful follow-up questions.
Ask open-ended questions – Avoid yes/no questions that lead to dead ends. Ask “what if” and “how” to spark an exchange.
Stay neutral – Don’t reveal emotions or judgment so the other party answers honestly.
Request specifics – Vague answers have limited usefulness. Ask for concrete examples and numbers.
Mix up complexity – Simpler questions lower defenses before diving into sensitive areas.
Space out questions – Don’t rapid fire interrogate. Allow time to process and respond.
Never interrupt – Let people finish their thoughts before asking for clarification.
Summarize for clarity – Rephrase answers to verify you understand them accurately.

Following these best practices ensures your questions elicit maximum insights without putting the other party on the defensive.

Questions to Build Rapport

Rapport strengthens your influence and increases receptivity. Build rapport by asking:

How did you get your start in this industry?
What drew you to this profession?
What do you enjoy most about your work?
What accomplishments are you most proud of?
What are your organization’s strengths?
How would you describe your company culture?
What management philosophy do you find effective?
What vision are you working toward?

People enjoy discussing their experiences, passions and philosophies. Non-confrontational rapport-building questions set a friendly, trusting tone.

Questions to Gather Intel

Uncover your counterpart’s interests by asking:

What would your ideal agreement look like?
What factors are non-negotiable for you?
What elements hold the most value for you?
What concessions are you willing or unwilling to make?
What timeline are you envisioning for implementation?
Who else needs to weigh in on your side?
What risks make you hesitant about this deal?
How does this negotiation connect to your larger goals?

Intel-gathering questions provide insights you can leverage to craft mutually beneficial solutions.

Questions to Overcome Roadblocks

If talks grow tense, re-focus the discussion by asking:

What concerns are making this difficult for us to agree on?
Is there a core issue I’m not fully grasping?
Have I made any mistaken assumptions you can correct?
What could I clarify that would help us get unstuck?
Would it be helpful to take a short break and then recap?
Should we revisit this topic tomorrow with fresh perspectives?
What small step could we take now to move forward?
How can we de-escalate this disagreement respectfully?

These questions get negotiations unstuck by exposing and then addressing underlying issues.

Well-chosen questions transform negotiations from battles to joint problem-solving sessions. Tailor your questions to uncover interests, surface solutions, and strengthen rapport. Let your counterpart’s answers guide your strategy. Avoid interrogation by mixing rapport-building and solution-focused questions. Thoughtful inquiry leads to optimal outcomes benefiting both sides.

With preparation and practice, you can become a negotiation master asking the right questions at the right times. Approach every negotiation as an opportunity to learn and find common ground. Maintain a win-win mindset rather than viewing talks as a zero-sum game. Express genuine curiosity about the other party’s perspective. They will often reciprocate, facilitating an open, constructive dialogue.

Wielding smart questions positions you for negotiation success.

questions to ask during negotiation

Effective and Useful Questions

The following are good types of questions to have in your repertoire when negotiating to move the sale or purchase in your desired direction, or simply to get the information you need.

These are the kinds of questions that require a detailed answer in a negotiation and cannot be simply replied to with a “yes” or “no” response. These questions consist of using who, what, where, when, why, and how. The respondent has no alternative but to provide some detail.Example: “How did you arrive at that particular price?”

Open opportunity question

This form of question invites the person to participate and offer their views.Example: “What do you think of this option as a solution?”

Just like it sounds, with this type of question, you try to guide the person to your point of view in a persuasive manner.Example: “With all these advantages I’ve pointed out, don’t you think that this package benefits us both and is the best way to go for both of us?” Or, another form of leading negotiation question simply tails off and invites the other person to fill in the blanks.Example: “And after we provide those documents that you just mentioned, you will….?”

This is a gentle way to ask a question and not trigger an emotional or hostile response.Example: “How much more will this cost if we chose this additional feature?”

Sometimes, it can be a wise strategy to ask a series of questions to lead up to and achieve a particular conclusion. Generally, it might be a good idea to plan these kinds of question in advance.Example: “And after you complete the first delivery, how long will it take for you to have the second shipment ready and sent to us?”

This is an effective means to both be complimentary towards the other negotiator and to elicit information, both at the same time. Most people respond well to a friendly compliment.Example: “Could we draw upon your particular and specialized expertise to add some input into this particular issue?”

The Best Type Of Questions To Ask In Your Negotiations: Car Sales

How do you answer a negotiation question?

1. Lean toward open questions. Negotiation questions can be categorized in different ways, but the most basic distinction is whether a question is said to be “closed” or “open.” Open questions often begin with the words who, whose, what, when, which, why, and how.

What questions should you ask during a negotiation?

Negotiations are common in the workplace, among family members and between friends. Here are several questions that you may ask during a negotiation to better understand the other party’s perspective and foster healthy communication: 1. Why do you feel this way about the situation?

What questions should you ask when negotiating a salary boost?

Armed with the right questions up your sleeve, you can eliminate the anxiety that surrounds the negotiation process, to get the outcomes you want. Here are the most important questions to ask if you want to have a substantive discussion about a salary boost: 1. “Can I negotiate this offer?”

What are open-ended questions in a negotiation?

1. Open-ended questions These are the kinds of questions that require a detailed answer in a negotiation and cannot be simply replied to with a “yes” or “no” response. These questions consist of using who, what, where, when, why, and how. The respondent has no alternative but to provide some detail.