Negotiation Techniques:
Mastering the TED Questioning Technique in Negotiations
EXTRACTED FROM PODCAST EPISODE 2 - Fred Copestake
In Episode 2 of The Negotiation Club Podcast, Philip Brown interviews Fred Copestake, a seasoned Sales Trainer and founder of Brindis. Hear Fred share his insights on the powerful TED questioning technique and its application in negotiations.
Why Master the TED Questioning Technique?
Negotiation is an art, and like any art, it requires practice and the right tools to master. One of the most powerful tools in a negotiator’s arsenal is the TED questioning technique. This technique involves using “Tell me…”, “Explain…”, and “Describe…” questions to gain deeper insights and foster open communication. Let’s explore why mastering this technique is crucial, the challenges you might face, and how you can practice it effectively within The Negotiation Club.
Benefits and Opportunities
1. Encourages Openness and Trust:
TED questions create a safe space for the other party to share their thoughts and feelings. This openness can lead to a more collaborative negotiation process.
2. Uncovers Hidden Interests:
By asking someone to tell, explain, or describe, you can uncover underlying interests and motivations that might not be immediately apparent. This knowledge can be pivotal in finding mutually beneficial solutions.
3. Clarifies Ambiguities:
TED questions help to clarify vague statements and ensure that all parties have a clear understanding of the issues at hand. This reduces misunderstandings and paves the way for more effective negotiations.
Challenges and Potential Pitfalls
1. Overuse and Fatigue:
Constantly using TED questions can make the other party feel interrogated, leading to fatigue and resistance. It’s important to balance these questions with other conversational techniques.
2. Misinterpretation:
There’s a risk that the other party may misinterpret the intention behind your questions, viewing them as manipulative rather than genuine attempts to understand.
3. Surface-Level Responses:
Some individuals may provide surface-level responses to TED questions, requiring you to follow up with more probing questions to get the depth you need.
Negotiation Technique Card
"TED Questions"
One of the most powerful tools in a negotiator’s arsenal is the TED questioning technique.
This technique involves using;
- “Tell me…”,
- “Explain…”, and
- “Describe…”
Using these questions will enable you to gain deeper insights and foster open communication.
Listen to the Podcast Episode 2.
More Negotiation Techniques
More opportunities to discover Negotiation Skills, Tactics, Techniques and Strategies to Practice here.
Practicing TED Questions in The Negotiation Club
Mastery comes with practice, and there’s no better place to hone your TED questioning skills than within The Negotiation Club. Here’s how:
1. Role-Playing Scenarios:
Engage in role-playing exercises with other members. This safe environment allows you to experiment with different TED questions and receive constructive feedback.
2. Feedback and Refinement:
After each practice session, participate in feedback discussions. This helps you understand what worked well and what needs improvement, allowing you to refine your approach.
3. Real-World Application:
The club provides opportunities to apply these techniques in simulated real-world negotiations. This practical experience is invaluable in building confidence and competence.
4. Monthly Practice Sessions:
• Regular monthly meetings ensure that you consistently practice and develop your skills. These sessions are designed to challenge you and push your negotiation abilities to new heights.
Importance of Practicing at The Negotiation Club
At The Negotiation Club, we emphasise the practice of relationship-building techniques because theory alone is not enough. Here’s why practice is indispensable:
1. Developing Intuition:
Repeated practice helps you develop a natural feel for when and how to build relationships, making it second nature.
2. Building Confidence:
Practicing in a safe environment boosts your confidence to employ these techniques in real-world situations.
3. Receiving Feedback:
Constructive feedback from peers and trainers helps refine your approach, ensuring you can build relationships effectively without compromising your negotiation goals.
4. Adapting to Situations:
Practice allows you to adapt your techniques to different scenarios and personalities, enhancing your flexibility and effectiveness.
