Ask questions to enhance your negotiation chance for success

Even after a negotiation gets under way, you can continue your preparation by asking your counterpart questions. Some people are reluctant to ask questions because they’re afraid of appearing dumb. This is false pride at its most expensive. You’re flying blind without accurate information. You can’t worsen your position by requesting information from your counterpart. Your job is to get a good outcome — not to impress the seller. If you have unanswered questions, ask. Keep in mind that the answer you receive to your question during a negotiation may or may not be accurate. Always accept it with respect . . . and then check it out for yourself. You have an obligation to be sure that any information you are relying on is, indeed, reliable.

What if you’re out of your element? Don’t try to hide your lack of expertise. If you’re dealing with someone who is really knowledgeable in a field, and you’re not so experienced, honesty — once again — turns out to be the best policy. Eventually, the differential will surface. It’s better to reveal your inexperience yourself, and then you can ask all the questions necessary and request additional time to research the topic.
You don’t have to make a deal until you are ready. Closing a deal is a voluntary act. Get your information from anyone you can — including the opposition. The more your counterpart wants to reach an agreement, the more quickly you will receive the data you need to make your decision.