I don’t mean to pry or be too personal, but tell me true how do you feel about sex, religion, politics, money, diversity and your ex-wife?
Those are what are called “sensitive questions.” In certain venues, you could get shot for asking them. But it turns out we should not be afraid to ask these questions, according to a new study, “The (Better Than Expected) Consequences of Asking Sensitive Questions,” authored by Einav Hart, Eric VanEpps and Maurice Schweitzer.
In any effective negotiation, it is important to ask questions. If the goal is to get to a yes, then you need to know where the damn goal posts are, otherwise you are flying blind and probably headed for an interception.