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Jay Sullivan, an attorney and partner at communications consulting firm Exec|Comm, writes that if you have ever attended a deposition training course, you know the value of asking open-ended questions - what? and why? rather than did you? have you? The same open-ended questions that work so well in depositions help tremendously during negotiations, allowing you to figure out what the other side needs - which isn't always the same as what they have demanded.
March 02, 2007 at 12:00 AM
1 minute read
Presented by BigVoodoo
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