In the world of negotiation, understanding the other party's perspective is crucial. During a recent podcast conversation with Fred, a seasoned Sales Trainer and a frequent participant in our practice negotiations, we delved into an effective questioning technique known as T.E.D.

This technique, which stands for "Tell me...", "Explain to me...", and "Describe...", is a cornerstone of active listening. It’s designed to deepen our understanding of the other party’s needs, motivations, and constraints, ultimately leading to more successful negotiation outcomes. 

[Listen to the full podcast with Fred here]

What is T.E.D.?

T.E.D. questions are open-ended prompts that encourage the other party to share detailed information. Here’s a breakdown of each component:

- Tell me...:

This prompt invites the other party to share their story or perspective. For example, "Tell me about the challenges you’re facing with your current supplier."

- Explain to me...:

This goes a step further, asking for clarification or a deeper dive into specifics. For instance, "Explain to me how the delay in delivery impacts your overall operations."

- Describe...:

This prompt seeks a vivid, detailed account, helping to paint a clearer picture. For example, "Describe the ideal solution you envision for this issue."

Using T.E.D. Effectively

To harness the power of T.E.D., it’s essential to use these questions naturally and contextually. Here are some examples and tips:

Example Situations:

1. Building Rapport:

At the beginning of a negotiation, use T.E.D. questions to build rapport and understand the other party’s background and interests. For instance, "Tell me about your experience in this industry."

2. Clarifying Needs:

When trying to understand the specific needs or concerns of the other party, T.E.D. questions can help. For example, "Explain to me what your primary goals are for this project."

3. Exploring Solutions:

Use T.E.D. questions to explore potential solutions collaboratively. For example, "Describe the kind of support you would need to make this partnership successful."

Tips for Natural Use:

• Listen Actively:

Truly listen to the responses without interrupting. Show empathy and understanding through your body language and follow-up questions.

• Be Genuine:

Ensure your questions come from a place of genuine curiosity and interest. This helps in building trust.

• Avoid Interrogation:

Space out your T.E.D. questions. Don’t fire them off one after the other. Instead, intersperse them with affirmations and reflections like, "That’s interesting, tell me more about..."

When to Be Careful

While T.E.D. questions are powerful, they should be used judiciously. Here are some situations where caution is advised:

• High-Stress Scenarios:

In tense negotiations, too many probing questions might feel like an interrogation. Ease into T.E.D. questions to avoid escalating tensions.

• Time Constraints:

If the other party is pressed for time, lengthy answers might frustrate them. Be mindful of their schedule and prioritise the most critical questions.

Practicing at The Negotiation Club

At The Negotiation Club, we emphasise practicing negotiation skills rather than just focusing on theory. Incorporating T.E.D. questions into our practice sessions helps members refine their active listening abilities and learn how to gather valuable information effectively.

Easy Tips to Start Using T.E.D.:

1. Start Small:

Begin with one T.E.D. question in your next negotiation. Observe how it changes the dynamics of the conversation.

2. Reflect and Adjust:

After each practice session, reflect on what worked and what didn’t. Adjust your approach accordingly.

3. Pair Practice:

Partner with another club member to role-play scenarios using T.E.D. questions. This can provide immediate feedback and improvement.

Negotiation Tactics Card "TED Questions"

As always we have created our very own Negotiation Tactics Card "TED" that we can use specifically to practice this technique and it a great addition to the growing TNC Negotiation Tactics Library. 

To gain more insights and hear Fred's valuable tips firsthand, be sure to listen to our full podcast episode here.

Try this technique at a FREE Negotiation Taster (each month)... register here and start your journey!

"Unlock the power of T.E.D. in your negotiations and experience the difference it makes in understanding and achieving successful outcomes."