In short, the problem with people asking for what they need, is they used only their brain to figure out what they need. It is far more powerful to also use the brain of the person on the other side of the table.
So, next time you are in a negotiation, instead of stating what you (think you) need, or even asking the other party what they (think they) need, instead ask this:
“What problem are you trying to solve?”
Stay up-to-date by subscribing to the Comments RSS Feed for this post.