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(Chap6: What Do You Say? "Fuels of Camp System: Questions") -…
Chap6: What Do You Say? "Fuels of Camp System: Questions"
Introduction
How to?
Identify real issues and problems during negotiation ?
Make agreements that sticks ?
Use the "Fuels of the system"
One of the most important component of camp's system
The habit of asking of good questions
correct misunderstandings ?
stop adversaries from hedging, fudging, and outright lying to us ?
The importance of asking good questions
Examples
Doctors
Trying to understand through questions patient's case
Lawyers
Trying to find out with questions testifiers knowledge of the case
Negotiator
By asking questions
Understand your adversary's world
Why?
these are perspectives on which your adversary makes decisions
Your mission and purpose is set in your adversary's world
you need information about your adversary's world
Prevent your adversary emotional Decision-Making
forming a clear vision is necessary for rational decision-making of your adversary
Building a Vision
Most of the decision are made emotionally
The power of Correct Questions
Asking questions is
A "science"
this implies the construction of your questions
Two types
Verb-led questions
Simply describe questions starting with a verb
"Can you do this ?"
Bad :red_cross: or Good :check: questions?
It is obviously a very bad one :red_cross:
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When to ask such questions?
When you already know the answer to a question
When you are near to the end of an agreement
Verb-led questions with negations
isn't, wouldn', won't ...
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Interrogative-led questions
Who, What, When, Where, Why, How, and which
"What would you like me to do for you?"
Bad :red_cross: or Good :check: questions?
They are good questions
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Difficult to go wrong with theses questions
help the adversary to turn on their own vision and to paint clear pictures
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An "Art"
The art is found in how you ask it
Your tone of voice
Your creative choice of words
your behavior
Your remarks before asking your question.
go beyond the mere technical aspects of constructing a question.
Keep it Simple
How :question:
Keep your questions short
Less than 10 words :check:
Do not try to produce lengthy and compounds statements to sound impressive
it kills the vision and confuses your adversary
risk of complication
Ask a question at a time
Question by question
Why :question:
Each answer is the clue for framing the next question
This helps your adversary build his own picture of the problem
Never answer questions for the Adversary :red_cross:
The problem :warning:
We ask good intterogative-led questions
But we incite the adversary by proposing answers :red_cross:
Example
Asking the right question :check:
"What are the biggest challenge you face?"
We now answer for the adversary :red_cross:
"is it the national economy or your local labor problems?"
Back to a verb-led question :red_cross: :no_entry: