Need Info? Ask.

Building rapport and being at ease are the first steps that you and your negotiating counterparts need to take. Once this happens, you’re ready to begin the real business of negotiation.

Your next objective is to acquire information. You need to know where your counterparts stand. You need to know what they have to offer you and what they expect from you in return. You need to know their first offer and their bottom line. You also need to know the key interests behind their positions and whether their interests are aligned with your own.

If this seems like a big job, you’re right. And what makes it a tough job is that your counterparts probably have information that they want to protect -- if they know anything at all about negotiating. Some of it may be disclosed bit by bit, some of it may never be brought up at all. However, by using the right tools, you can prompt your counterparts to divulge that information willingly.

We’ve discussed the Japanese method using silence and listening. But, this will work for just so long. Let’s be realistic. You can’t expect your counterparts to fill every silent moment.

So here’s another tool you can use. When you think that your counterparts fall silent, but still have critical information that you need to know, simply ask for it. That’s right. Ask a question.

It may sound like common sense, but you’d be surprised how often negotiators hesitate to ask for what they need to know. “Oh, asking this would be rude," they think. “They’ll never tell me this anyway," they think. Don’t allow prejudgment like this to prevent you from using such a simple and highly effective probing tool.

Generally, you have two types of questions to work with. First, a closed question. Closed questions will get you short, specific answers. These often begin with Who, What, When and Where, and are useful when probing for details. For example, "Who is your final decision maker? What alternatives do you have if we need a different solution?" Avoid asking too many simple yes/no questions, however. They provide you with limited information.

Second, an open question. Open questions will get you longer answers. They often begin with How and Why and oblige your counterparts to provide more comprehensive answers. For example, "Why is 51% equity your most important condition for this joint venture? How can you meet our requirements without ramping up your manufacturing?" The longer they talk, the more information you collect.

Along with silence and listening, asking questions is another negotiating power tool. A properly framed question at precisely the right time can get you the information you need and bump up the strength of your position by yet another notch.