7.2.4 Using questions
Questions can be used as a means both of persuasion and of control. Repeatedly telling an individual something that they are unwilling to accept is unlikely to get them to change their mind. It is better instead to ask carefully constructed questions that will lead him or her to realise the strength of your case and the weakness of their own. Asking questions gives the questioner more control over the conversation, forcing the other side to respond. Writing down a list of appropriate questions before a meeting can help you direct them more effectively and use them to play for time if you get into difficulty.
Activity 5: Practising negotiation
You will probably be going into a meeting soon where you will need to use your negotiation skills. Work through the behaviours that have been identified (labelling behaviours, summarising, sticking to one good argument and using questions) and plan your meeting.