How to Use Questions to Guide Negotiation Conversations

Management isn't about having all the answers. It's often about using a perfectly timed question. Here are 7 questions for the hardest management moments (and tactics you can apply to any situation)... Why are questions superior to directives? - Engage: Your team wants to help & to be heard. - Empower: You're role-modeling vulnerability & respect. - Enlighten: You'll generate more data for better decisions. You'll notice I use a similar pattern: Label + Question - Label: It's a negotiation tactic. If you say "It seems like you're upset" they pause to question if that's true, diffusing the emotion. - Question: I make them open-ended. I want to get them talking and surface data, ideally their underlying 'Why.' ⬇️⬇️⬇️ 1. Moment: Your star employee just told you about a competing offer. Question: Jen, I appreciate that you feel comfortable discussing this with me. What role would you like me to play in reviewing this possibility with you? 2. Moment: You just gave critical feedback, and they’ve clearly shut down. Question: Bill, I sense I’ve upset you. What piece of feedback was most off of the mark? 3. Moment: You’ve found a great candidate you want to hire, and they’re about to leave for the day. Question: Sally, I know you are almost out the door, and it’s been a long day. If we made you the offer to come on board, what would stop you from saying 'Yes'? 4. Moment: Your idea has been called out as stupid by a subordinate in a large meeting. Question: One of the things I like most about working with Amanda is that we have agreed to always tell the truth. Amanda, let me have it. How did I mess this up? What did I overlook? 5. Moment: Your boss just asked you to take on work your team has no capacity for. Question: Gina, this sounds like a top priority. Given that the team is already overcapacity, which of our current initiatives do you think we should pause to make space for it? 6. Moment: You just finished delegating a critical piece of work. Question: Jim, it sounds like you're ready to give this a go. What is the best way for me to stay close enough to help ensure your success?" 7. Moment: You just gave a raise, and your employee is disappointed. Question: Sahil, I'm sensing you feel there's some distance between this raise and what you think you deserve. Help me understand how you thought about what was fair and what I may have missed. ⬇️⬇️⬇️ Play the game yourself: Think back to a sticky, awkward moment. Replay it, only this time: -> Don't react (with words or body language) -> Acknowledge & diffuse by labeling their reaction -> Offer a question that surfaces as much info as possible Better or worse outcome? If you found this helpful, you'll like my free newsletter even more. Subscribe: mgmt.beehiiv.com Get 70+ practical playbooks to help you manage more effectively. And please repost ♻️ and follow Dave Kline for daily leadership coaching.

One of the easiest ways to guide a conversation while still deepening connection is by asking a WHAT or HOW question instead of a WHY. Last week I taught you the power of mirroring—how simply repeating someone’s words back to them can build instant trust. I’m at war with “why.” Why? Because “why” often makes people feel like they’re being interrogated. If you’ve ever been around a curious toddler, you know the feeling. “Why this?” “Why that?” “Why not?” It can wear down even the most patient among us. Now take that same energy into the workplace—imagine you go to your boss and say, “I’d like to take my team out to lunch,” and they respond with: “Why?” It can feel cold or dismissive. Like your idea is on trial. Now imagine they respond with: “What restaurant are you thinking?” or “How will you make sure everyone has a seat?” or “What’s the goal of the lunch?” Feels different, right? It’s supportive. Curious. Constructive. What and how questions open the door to dialogue. They help you lead a conversation without shutting someone down. They build trust and momentum. My invitation for Monday is to avoid WHY at all costs today, and just see how that feels.

“What do you say when a client asks you to discount your fee?” I recently participated in a conversation where this thought-provoking question arose: As I listened to the responses, I noticed a common thread: if we're not careful, our instinct can lead us to accommodate requests for discounts—all the while risking the perception that we are a “discount brand.” While negotiations are a natural part of business, rather than immediately offering a discount, it's essential to pause and ask insightful questions to clarify the request. Here are some questions to consider: ❓ What exactly are you asking for—can you specify your needs? ❓ Can you clarify which services are your top priority, so I can assess if any modifications are feasible? ❓ If you don’t move forward with my offering, what would be your alternative? ❓ Have you considered breaking this project into stages to make it more manageable? ❓ What specific outcomes are you hoping to achieve, and how do you see my services facilitating that? ❓ How does our pricing compare with your expectations or budget? ❓ What value do you see in my services that would justify the current fee? ❓ Are there parts of the service that you feel could be adjusted to meet your budget? By asking these questions, we can better understand client needs while maintaining the integrity and value of our services. What strategies do you use when addressing fee negotiations? #BusinessStrategy #Value #ClientRelationships #Negotiation #ProfessionalDevelopment #Consulting #Entrepreneurship