Question

From The Power of Nice describe the Probe, Probe, Probe concept

Answer 1

The Power of Nice(How to Negotiate so everyone wins- Especially You) was a groundbreaking book written by Ronald M. Shapiro co-authored with James Dale and in the sixth chapter of the book titled as Probe, Probe Probe, they talk about the importance of investigation and going into the details while negotiating with any entity. The authors make a detailed case of how the other side is helping you in making the deal. The authors say that too many people jump to conclusions or reach a quick bottom-line stance without leveraging from what they could learn about the other side and what drives them. They say that the more knowledge you have about the negotiating party about what drives them, what they crave for, and what they put in the bracket of wish-list and must-list, their stated goals - you only turn the tables towards your side and make yourself negotiate rationally.

The authors talk about the need for probing or investigating during the process of negotiation as it might provide you better insights or give you the input that will help you settle the deal in a way you want. They talk about why negotiators fail to create value during the negotiation because they fail to ask questions or don't listen to what the other side has to say. They talk about the WHAT acronym which is the series of the questions that might help you during the probing process and those are W(What is important, What else remains important, Which among them is most important,and Why is it so important) H stands for Hypothesize, A stands for Answer (Answer questions with questions), T stands for Tell me more.

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