Negotiators who ask themselves what questions obtain higher levels of internal self-awareness that leads to better business and relationship outcomes.

Focus-changers have endless numbers or forms. Here’s a partial list of some helpful ones: • How can I make this exciting? • How can I add value? • What else can I say about this subject? • Why am I stuck at this particular point? • How can I get unstuck? • What am I missing here? • What am I wrong about here? • Why? • How can I prove that? • How ca

We can avoid a situation like the one Bob found himself in by asking five key questions: What’s my firm conviction or belief? What do I want the person or people I’m communicating with to know? What do they believe? What do they need to know? What are they ready to hear at this particular time?

What happened? What do I want? What’s useful about this? What can I learn? What’s the other person thinking, feeling, and wanting? What are my choices? What’s best to do now? What’s possible?”