True or false? Asking open-ended questions with a client during a negotiation encourages them to speak plainly.

• True — if the client keeps talking, they will be more reasonable in their negotiation.
• True — questions starting with “why,” “what,” and “how” will position the client to explain their thinking and get you closer to an open, human conversation.
• False — sentences starting with “actually,” “well,” and “don’t” place you in a position of power, and will help the client understand that you’re trying to help them.
• False — most negotiations aren’t negotiations. If you have a contract, you can be direct in your communication.

The correct answer is:

• True — questions starting with “why,” “what,” and “how” will position the client to explain their thinking and get you closer to an open, human conversation.

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