What are some effective ways to use "what if" questions during a negotiation?

1 Why use "what if" questions?

What if questions are powerful tools for negotiation as they can help you understand the other party's interests, needs, and concerns better. They can also generate creative solutions that satisfy both sides and persuade the other party to consider your proposals or concessions. Moreover, asking 'what if' can encourage the other party to commit to an agreement by building rapport, trust, and confidence. It can also create a sense of urgency, ownership, and accountability by asking them to imagine the outcomes of their decisions. In this way, 'what if' questions are essential for successful negotiation.

2 How to formulate "what if" questions?

When using "what if" questions, it is important to craft them carefully and strategically. Open-ended questions that invite elaboration should be used in order to gain the most information. Positive language that conveys curiosity, interest, and respect should be used instead of negative or confrontational language. Additionally, realistic and relevant scenarios should be used that are specific and measurable in order to show the impact, value, and feasibility of each option. Avoiding vague and subjective outcomes is essential for ensuring that the questions are effective.

3 How to ask "what if" questions?

To ask "what if" questions effectively, you need to consider the timing, tone, and purpose of your questions. Therefore, it is important to ask "what if" questions at the right moment when the other party is open and engaged. Additionally, use a friendly and cooperative tone that shows your willingness to understand and solve the problem together. Lastly, ensure you have a clear and specific purpose that aligns with your objectives and strategy for the negotiation. Asking "what if" questions for no reason or with a hidden or ulterior motive can confuse or distract the other party.

4 How to respond to "what if" questions?

Responding to "what if" questions effectively requires you to evaluate, acknowledge, and address them. Start by evaluating the question to determine its source, intent, and implication. Is it coming from a genuine interest or a persuasive attempt? What is the question trying to achieve? How does it affect your position? Acknowledge the question by thanking them and expressing your interest or agreement. Avoid dismissing or rejecting it in any way. Lastly, address the question by providing an answer, feedback, or counter-question. Explain your reasoning and show the benefits or consequences of your answer. You can also propose a different scenario or ask a follow-up question.

5 How to follow up on "what if" questions?

To follow up on "what if" questions effectively, you need to confirm, summarize, and document the results of your questions. Start by confirming the agreement and making sure both sides understand and accept the terms and conditions. Ask for confirmation, verification, or clarification of any details, and resolve any remaining issues or concerns. Then, summarize the agreement by highlighting the main points, benefits, and value of the deal. Emphasize the positive outcomes, mutual gains, and shared interests of both sides. Finally, document the agreement in a written form. Sign, date, and exchange the document to agree on the next steps or follow-ups. Express your satisfaction, gratitude, and appreciation for a successful outcome.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?