Negotiation is not about talking -- it's about listening

When we imagine a skilled negotiator, we often see a person who speaks convincingly, argues clearly and gets the counterparty with him.
But the truth is that a lot of negotiations are lost right there -- in the explanations.

You talk -- but do you hit what's important?

Too many traders spend the time presenting arguments, showing benefits and explaining why their solution is the right one.
But they forget to ask the most basic question:
What is really important to the other party?

Imagine the following situation:
You sit down at a sales meeting and explain how attractive your price is.
But the customer sits and thinks: “Can you deliver in five days? Because otherwise it doesn't matter.”

If you don't ask questions, you'll never find out.
And then you might lose the deal -- even if your solution was the right one.

Moving from theory to practice

You may have read about negotiation technique, models and questioning techniques.
But that's not enough.
It is the preparation and training that determines whether you succeed when it comes to it.

And one thing in particular makes the difference: The questions you ask.

Three questions that work in practice

Here are three questions I myself use in almost every negotiation -- whether it's sales, collaboration or management:

🔹 What is important to you, other than the price?
🔹 If we are going to find a solution, what is important to you?
🔹 What will it mean for your business if we can solve this problem for you?

The last question is particularly effective because it prompts the counterparty to explain the value of your solution -- in their own words.
They mentally commit themselves to the idea.

When questions open doors

Good questions create clarity.
They open the conversation.
They help both parties find solutions that actually make sense.

It is there, negotiation moves from theory to competence.
It's not about being the one who talks the most --
but about being the one who understand the most.

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