Skip to main content
  1. News
  2. Business & Finance
  3. Personal Finance

What do I need to know about negotiating?

See also

Dr. Chester L. Karrass writes: “The most direct route to understanding is through a good question.” The negotiating skills expert may well be onto something. Questions open up to information and enhance engagement, leading to more productive negotiation. And that should be everyone’s goal.

Karrass suggests using open-ended questions. These begin with:

  • What, where, when and how
  • “Help me understand” or “explain/describe to me”

Be careful when using “why” – it may be interpreted as a challenge. Here are a few other don’ts:

  • Don’t close an ear. Listen.
  • Don’t look for a fight.
  • Don’t ask show-offy questions to prove your intelligence.
  • Don’t act like a lawyer. This is not a courtroom trial.

Here are a few do’s:

  • Prepare your questions in advance.
  • Pluck up your courage to ask what you think may appear to be dumb questions.
  • Be strong enough to ask prying questions that may make a difference.
  • Use every early contact as a fact-finding opportunity.

Good luck!

Dreaming of San Francisco? Cece Blase offers local advice to San Francisco buyers, sellers and owners-- and feeds the dreams of those who wish they could live in Tony Bennett's 'City by the Bay.' Call 415-577-0809 or email



  • Israel, Hamas clash in Gaza
    At least 550 Palestinians have been killed in Gaza in the third week of the war
  • Pro-Russia guards
    President Obama criticizes pro-Russian rebels for blocking off the MH17 crash site
    World News
  • National Guard at Texas border
    Texas Gov. Rick Perry sending National Guard troops to the US-Mexico border
    US News
  • Unlikely Putin defender
    The unlikeliest US politician comes to the defense of Russia's president, Vladimir Putin
  • iPhone 6 coming soon
    Apple is gearing up for the iPhone 6, orders tens of millions of units
  • Gynecologist settlement
    Johns Hopkins agrees to $190M settlement for patients recorded by gynecologist
    Strange News