Question: Close-Ended

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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.


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


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.”

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