Scholarlink

The choice of appropriate questioning techniques can decisively influence a negotiation—if used incorrectly, they can heighten uncertainty or escalate conflicts. Using a complex succession conflict as an example, this chapter demonstrates why open-ended questions are not always effective and explores additional questioning techniques. It presents four essential questioning techniques for difficult negotiations and offers practical tips for their application.

错误：搜索内容不能为空，请输入英文关键词
错误：关键词超出字数限制，请精简
高级检索

Using Questioning Techniques Purposefully—The Risk of Open Questions

  • 章节

  • 发表日期：

    2026年

查看全文
  • Andreas Goßen

摘要

The choice of appropriate questioning techniques can decisively influence a negotiation—if used incorrectly, they can heighten uncertainty or escalate conflicts. Using a complex succession conflict as an example, this chapter demonstrates why open-ended questions are not always effective and explores additional questioning techniques. It presents four essential questioning techniques for difficult negotiations and offers practical tips for their application.