Questions to Give Information

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This tactic is used to gain an advantage, putting an adversary on the defense by asking a question which reveals information, and which undermines his or her position.


Consider this contract example: Seller: “In order to deliver electricity to your remote location, we will need at least 20 cents per kilowatt-hour.” Buyer: “Did you know that the co-generation facility across the forest offered us 14 cents per kilowatt-hour if we installed seven small utility poles?”


To handle this, question the question. In the example above the seller could say: “Well then, what is the cost of those poles?”

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