Why? AKA: Tell me more. Please explain. That’s interesting.
Description: A non-threatening, neutrally phrased Why? in response to an aggressive proposal or emotional trigger is just what you need to get a contentious negotiation back on track. It’s not a challenge. It should come across as a genuine(ish) inquiry. You want to understand this new proposal. Totally innocent and non-
Sample Usage: “That’s interesting, Bob. Honestly, I hadn’t even considered reinvesting the partnership's profits for 5 years. Can you explain the logic behind that?”
Intent: Buy time, gain information.
Style: Best with Collaborative or Accommodative, but works with any style.
Counter: Benchmarking, Big Story, (take the Why? as an opening to reframe your position).