Negotiation TacTricks

Final Word

There is one response to negotiation tactics that is almost universally successful in defusing the tactic and re-establishing sound principles; and that is effective questioning.? In the Counters to each tactic in this booklet, you often see specific questions.? The art of questioning is fundamental to good negotiating and all readers of this book are strongly recommended to develop their ability to ask questions through the study of consultative selling skills.? But good questions are only as good as the questioner’s ability to listen to the answers.

Far more important than any tactic is the ability to listen actively; and there is no better point on which to finish.