Module 2 · Chapter 5

How to Run a Negotiation Call: Questions Before Offers

Before you name a number, find out what the other side needs. This chapter shows how to ask for a call, what to ask on it, and how to write down the answers.

≈ 7 min read 8-question test

In this chapter

  • Why the first reply asked for a call, not a figure
  • How open questions bring out the other side’s reasons
  • How to note what was said, and then what it means

5.1Questions before offers in one paragraph

Kestrow’s letter asked for higher prices and a longer contract. A letter shows what the other side asks for, but rarely why. So Polgarrow asked for a call before it named any figure. On the call, Polgarrow asked questions and listened.

Each answer showed what Kestrow needs, and so what Polgarrow could offer in return. Your part was to write it all down.

Key point

Ask what the other side needs before you name a number. The answers show you what you can trade.

Also in this chapter

  1. Ask for a call before you name a figure
  2. Open questions bring out reasons
  3. Write what was said, then what it means
  4. Your job

Preview

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