Questions to Ask for Better Understanding in Negotiation

Management isn't about having all the answers. It's often about using a perfectly timed question. Here are 7 questions for the hardest management moments (and tactics you can apply to any situation)... Why are questions superior to directives? - Engage: Your team wants to help & to be heard. - Empower: You're role-modeling vulnerability & respect. - Enlighten: You'll generate more data for better decisions. You'll notice I use a similar pattern: Label + Question - Label: It's a negotiation tactic. If you say "It seems like you're upset" they pause to question if that's true, diffusing the emotion. - Question: I make them open-ended. I want to get them talking and surface data, ideally their underlying 'Why.' ⬇️⬇️⬇️ 1. Moment: Your star employee just told you about a competing offer. Question: Jen, I appreciate that you feel comfortable discussing this with me. What role would you like me to play in reviewing this possibility with you? 2. Moment: You just gave critical feedback, and they’ve clearly shut down. Question: Bill, I sense I’ve upset you. What piece of feedback was most off of the mark? 3. Moment: You’ve found a great candidate you want to hire, and they’re about to leave for the day. Question: Sally, I know you are almost out the door, and it’s been a long day. If we made you the offer to come on board, what would stop you from saying 'Yes'? 4. Moment: Your idea has been called out as stupid by a subordinate in a large meeting. Question: One of the things I like most about working with Amanda is that we have agreed to always tell the truth. Amanda, let me have it. How did I mess this up? What did I overlook? 5. Moment: Your boss just asked you to take on work your team has no capacity for. Question: Gina, this sounds like a top priority. Given that the team is already overcapacity, which of our current initiatives do you think we should pause to make space for it? 6. Moment: You just finished delegating a critical piece of work. Question: Jim, it sounds like you're ready to give this a go. What is the best way for me to stay close enough to help ensure your success?" 7. Moment: You just gave a raise, and your employee is disappointed. Question: Sahil, I'm sensing you feel there's some distance between this raise and what you think you deserve. Help me understand how you thought about what was fair and what I may have missed. ⬇️⬇️⬇️ Play the game yourself: Think back to a sticky, awkward moment. Replay it, only this time: -> Don't react (with words or body language) -> Acknowledge & diffuse by labeling their reaction -> Offer a question that surfaces as much info as possible Better or worse outcome? If you found this helpful, you'll like my free newsletter even more. Subscribe: mgmt.beehiiv.com Get 70+ practical playbooks to help you manage more effectively. And please repost ♻️ and follow Dave Kline for daily leadership coaching.

“What do you say when a client asks you to discount your fee?” I recently participated in a conversation where this thought-provoking question arose: As I listened to the responses, I noticed a common thread: if we're not careful, our instinct can lead us to accommodate requests for discounts—all the while risking the perception that we are a “discount brand.” While negotiations are a natural part of business, rather than immediately offering a discount, it's essential to pause and ask insightful questions to clarify the request. Here are some questions to consider: ❓ What exactly are you asking for—can you specify your needs? ❓ Can you clarify which services are your top priority, so I can assess if any modifications are feasible? ❓ If you don’t move forward with my offering, what would be your alternative? ❓ Have you considered breaking this project into stages to make it more manageable? ❓ What specific outcomes are you hoping to achieve, and how do you see my services facilitating that? ❓ How does our pricing compare with your expectations or budget? ❓ What value do you see in my services that would justify the current fee? ❓ Are there parts of the service that you feel could be adjusted to meet your budget? By asking these questions, we can better understand client needs while maintaining the integrity and value of our services. What strategies do you use when addressing fee negotiations? #BusinessStrategy #Value #ClientRelationships #Negotiation #ProfessionalDevelopment #Consulting #Entrepreneurship

I was being sold to last week and mentioned I'd need to loop in my CFO & COO The AEs response eroded trust: "How do we get it done without them?" Look, folks, don't try and circumvent a buyers decision process It makes you look desperate, self-serving, and out of touch You need to understand how companies make decisions and lean into that Let's play this out, say I did go along with their ploy Guess what would happen when the invoice came due? Conner would kick my @$$ and wonder what I was up to Guess what would happen when marketing would need to get looped in? Braedi would wonder why she wasn't consulted before we made a change I would look like I didn't respect my team I would have eroded a tremendous amount of political capital And set a bad precedent Salespeople, when someone says they need to loop in others Don't act surprised, put out, or like this isn't normal Instead, ask questions, like: 1. What will their roles be in the decision process 2. What will they need to see to feel good about the change 3. When you've got them involved in the past, what did they ask you for 4. After we meet with them, what typically happens from there 5. Where do you think this sits on their priority list These are the questions you should be asking... Never try to fracture how a company makes decisions Lean in for understanding instead