Question: Close-Ended

This content is for Premium Plus and Premium members only.
Log In Register
Print Friendly, PDF & Email

Identification

This is when you ask a simple question with a yes-or-no answer. It can be used aggressively to force a decision. It forces us into a deal element that limits the universe of possibilities.

Example

An example is: “Are you or are you not able to take another prisoner in the county jail? Yes or No?”

Solution

To handle this, make a conditional counteroffer: “Yes, if you will allocate the budget dollars by an emergency requisition signed by the warden prior to his arrival.”

Search Tactics

Tactics Engine

Tactics Engine Main Page