The power of the question

• Published in: CA Magazine Vol. 134; no. 5; p. 39
• Main Author: Lindsay, Hugh
• Format: Trade Publication Article
• Language: English
• Published: Toronto CANADIAN INSTITUTE OF CHARTERED ACCOUNTANTS 01.06.2001
• Subjects: Agreements; Effectiveness; Guidelines; Negotiations; Objectives; Success; Verbal communication; Canada

Good preparation is the key to success in negotiation. It has been suggested that 80% of a negotiation's outcome is determined by the skills of the parties in preparing for it. During preparation, two key questions should be addressed: What are one's own objectives and what are the needs o...