Four Ways to Keep the Other Side Talking During your Next Negotiation

To turn a reluctant negotiator into an engaged conversational partner, focus on maintaining strong presence, using open-ended questions through the "questioning funnel," and applying active listening skills like paraphrasing and summarizing. Once rapport is built, you can carefully explore more sensitive issues, having established trust and created a safe space for open dialogue. By Philip Williams, CEDR

https://www.cedr.com/four-ways-to-keep-the-other-side-talking-during-your-next-negotiation/