What You'll Learn
  • Easy to remember Probes
  • Take your Probing to a more strategic level

Use the following sentence starters to help you identify Probes that may be useful in your next negotiation situation.

Example Probe starters:

  • Why?
  • Why not?
  • Why do you believe . . .?
  • Why do you think we cannot/won't/shouldn't…?
  • What do you think we can…?
  • Who can help here?
  • How could that. . .?
  • How can we meet your concerns?
  • What is your reasoning behind that?
  • What if we. . .?
  • What are your expectations?
  • Why does that policy exist?
  • What do you suggest would be the next steps?

Take Probing to a more strategic level

To ensure you are more collaborative and less confrontational with your questioning, see yourself using probing to:

  • Challenge yourself to look at solutions from a different point of view
  • Stay in the state of curiosity longer to sort out where others are coming from
  • Probe deeper into motivations, perspectives, real interests, experiences
  • Bring the unspeakable question to the surface
  • Challenge the status quo to move the conversation to the next level
  • Create mutually beneficial options
  • Build on what is being said and take it one or two steps further
  • Engage with people at a deeper level

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