Imagine knowing a negotiation tactic that could boost your earnings by 20%, takes less than three minutes to prepare, and only a few seconds to implement. This powerful approach isn’t a well-guarded Phoenician trade secret or a complex strategy devised by tacticians in hidden war rooms — it’s simply the act of asking open-ended questions. Astonishingly, our research has found that open-ended questions make up less than 10% of what most negotiators say during their conversations — a problem for anyone hoping to negotiate effectively.
