Using Questioning Techniques Purposefully—The Risk of Open Questions

Andreas Goßen ()

Chapter Chapter 4 in Mastering High-Stakes Negotiations: A Practical Guide, 2026, pp 33-41 from Springer

Abstract: Abstract The choice of appropriate questioning techniques can decisively influence a negotiation—if used incorrectly, they can heighten uncertainty or escalate conflicts. Using a complex succession conflict as an example, this chapter demonstrates why open-ended questions are not always effective and explores additional questioning techniques. It presents four essential questioning techniques for difficult negotiations and offers practical tips for their application.

Date: 2026
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-662-72815-4_4

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DOI: 10.1007/978-3-662-72815-4_4

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