Avoid Manipulation – Avoid Yes/No Questions!

Negotiation Tips

Jörg Köck | November 2020

In the following, I would like to give you some tips for solution-focused conversation techniques. You will profit privately as well as professionally.

We start with the following tip: Do not ask yes/no questions unless you would like your discussion partner to make a decision right away.

Closed questions are not solution-focussed. You will not help your counterpart to work on a solution constructively but make him simply react to your arguments. With this you can lead the conversation in a direction you desire, but the result will rarely be a jointly developed and agreed upon agreement.

Vice versa, I can only recommend to observe your discussion partner in terms of using yes/no questions. These questions are almost always a sign of a manipulation attempt.Realize these consciously and if needed, take countermeasures.

Good luck!

Jörg Köck

... has been an independent management consultant, trainer and coach for almost 20 years and has been managing director of BETTER SOLUTIONS Coachingconsulting GmbH for six years. Before that he worked in specialist and management positions in the purchasing departments of mechanical engineering companies. His focus in training and consulting is on negotiating and establishing sustainable agreements – in management, purchasing and teambuilding.

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