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You would be better off not talking at all than pounding away with all your facts and figures. 88. There is a crucial difference between seeing and understanding, and seeing must come first. We must see in a visceral way before we can understand in a rational way. 90. You have to paint the picture that builds a vision that the other side can clearly see. A key way to do this-the simplest, safest way to do this-is to ask good questions. 91. The clearer the vision of the problem, the easier the decision-making process. 89. Since that day, Roger has understood completely the power of asking questions as a way of painting the vision for the other side, helping them see the issues for themselves. 92. Plenty of healthy young people simply cannot be seduced into seeing their need for health insurance-it might be time to offer a friendly handshake and say farewell. If you just can’t build it, you’re wasting your time in the negotiation. 93. Asking questions is a science and an art. Vision is that important. The art is found in your tone of voice, your body language, and your remarks before asking your questions. The science is found in how you construct your question. 94. The good ones are led by an interrogative, not by a verb. "Who," "what," "when," "where," "why," "how," and "which": These famous interrogatives are the safest questions in a negotiation. 95. The interrogative-led questions will paint vision that will move the negotiation forward without the pitfalls of verb-led questions.

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