All communication can be divided into two categories, Questions or Statement. One will always follow the other. The only question is which will follow; and you can always have complete control over your portion of the conversation or negotiation. Negotiation is when two or more people communicate with the purpose of changing their relationship.
Possibilities In Table Form:
Question – Question
Question – Statement
Statement – Question
Statement – Statement
If someone ask you a question you will respond with either a question or a statement. If I make a statement you will respond with either a question or a statement. If we keep asking other questions we will delve further into the area of interest. If either of us stops asking questions , then we are beginning a close. If a statement follows a statement, we have arrived at the close. The only question is HOW did we close! Did one or both of us get what we wanted or did we both finish without the hoped for results.
If we want to conclude negotiations successfully we must remember this. When we make a statement to someone we risk premature closure. As long as we are continuing to pursue information we remain in control of the negotiation and it will continue.
When someone is ready to close when they communicate they should do the following:
Present their very best case and then SHUT UP! / Then he who speaks first loses!!
It will not assure a WIN-WIN but it will invariably generate a short term win for you if that is all that you are concerned about.
This technique is not recommended as something to use but rather as something that works.
I WOULD LIKE TO CONFRONT THINGS…BUT I CAN’T
It is easy to say that if one will confront things that they can and will not be handled and that un-handled things are problems and that handled things are not. Possible handled things are called opportunities. If one sees something that they plan to handle it, it is referred to as opportunity.