What's the Most Effective Negotiation Tactic?

What do you think the most effective negotiation tactic is? Three researchers used AI to find out. They developed an algorithm that helped them analyze hundreds of hours of negotiation recordings down to the millisecond. They analyzed factors like who made the first offer, how much a negotiator smiled, their speaking speed, interruptions, pronoun usage, and whether they acted tough, polite, or warm. The biggest predictor of personal success was the number of open-ended questions the negotiator asked. Open-ended questions prompt responses that are nearly twice as long and twice as informative as responses to close-ended questions. The depth of information in those responses gives the negotiator a better understanding of the other person's position, interests, and constraints. The researchers also found a difference in responses to questions that started with why, how, and what. Why questions elicited longer and more detailed responses, revealing useful information, but also leading to a more negative sentiment. How questions tended to generate a positive sentiment, but less detailed responses. What questions fell right in between, providing a balance between gathering information and maintaining a neutral or positive tone. Before your next negotiation, prepare around three to five open-ended questions with a balance between why, how, and what.