The Negotiator Magazine

Back to Index

prev 1 2 3 4 5 6 7 next
download printable version (MS Word .doc)

5. Understand the Decision-Making Process

You must acclimate yourself to the other person's way of thinking, so that you’re better able to understand and anticipate what will be needed to provide the best overall solutions.

Asking key questions of your prospect or client will help you to determine how he or she goes about making decisions and what effect that may have on the solutions you have to offer. By learning what issues affect your client's decision-making processes, you can appeal directly to those issues -- and no others. You can help to guide clients in their decision-making through issues-based questions that essentially answer one key question: "Where is this person trying to go and how is that destination likely to affect the decisions he or she is making?" Often, the client may be uncertain of his or her direction, which makes your guidance all the more valuable as they attempt to reach an informed decision.

What you learn about how a client makes decisions will tell you what goals and values are most important to that person, which in turn helps you to shape your communications and your solutions to those goals and values.

prev 1 2 3 4 5 6 7 next
Back to Index


July 2006