Once effective questions have been formulated during a negotiation, the next crucial step is to manage the responses strategically and interpret the information obtained. This article will address the techniques for managing responses and how to extract value from the information received.

1.Active Listening of Responses:

Just like in the formulation of questions, active listening is essential when receiving responses. Pay attention not only to the content of the responses but also to the tone, emotion, and body language of the interlocutor. This can provide additional information about the sincerity and urgency behind their words.

• Example: If an interlocutor responds with doubt, they may not be completely sure of their position, which could be an opportunity to explore further.

1.Do Not Fear Silence:

Silence can be a powerful tool in negotiation. After asking a question and receiving an answer, a brief moment of silence can encourage the interlocutor to offer more information or clarify their response.

• Example: After an evasive response, a silence can lead the interlocutor to complete their thought and provide more details.

3.Paraphrase and Confirm:

Paraphrasing the responses not only shows that you have listened and understood, but also provides the chance to confirm the information and clarify any potential misunderstandings. This process helps establish clearer and more effective communication.

• Example: “If I understand correctly, you’re saying that you’d like to see a reduction in costs. Is that right?”

4. Use Follow-Up Questions:

Follow-up questions are essential to delve deeper into the information gathered. They allow you to explore initial responses further and can reveal underlying interests or needs that had not been expressed.

• Example: “¿Could you explain a bit more why reducing costs in this project is so important to you?”

5.Identify Hidden Interests:

Often, responses can reveal hidden interests or unexpressed needs. Pay attention to the words used and how concerns are presented. This can help uncover potential agreement opportunities that hadn’t been initially considered.

• Ejemplo: Si un interlocutor menciona problemas con la calidad, podría estar indicando un interés más amplio en la reputación de su propia marca.

6.Record the Information:

It is vital to take notes during the negotiation, as this will allow you to remember important details and refer to them later. Recording key information can also help you prepare response strategies in real-time.

• Example: Writing down details about the interlocutor’s concerns will help you address them in future interactions or when formulating new proposals.

Managing responses and interpreting information in negotiation is an art that requires careful attention and skill. By practicing active listening, not fearing silence, paraphrasing and confirming, using follow-up questions, and recording information, negotiators can maximize the value of the responses they receive. In the next article, we will address the importance of questions in building relationships during negotiations.