Questioning and Negotiation Principle

Q1. What is the ADAPT (Assessment, Discovery, Activation, Projection,

Transition) questioning system?
The ADAPT questioning system is a logical method that was
developed by Thomas Ingram. It was developed to provide support to the
relationship-based selling that happens over multiple meetings on a long-term
basis. It is used to gain information about the customer, along with discovering
problems and providing solutions to them. The method consists of five types of
questions in the specific order.
Assessment –
The assessment questions are the opening and broad questions asked to gather
information about the customers. These are generally open-ended, relaxing,
non-threatening, to make them comfortable and gather information about the
customers. These can be about their current situation, their work situation,
history, etc.
Discovery –
Questions in this phase are deeper than assessment. After identifying any
problem areas, question in detail about facts as well as of their emotions and
perceptions, enquiry about their experiences. The discovery questions are aimed
to be used for understanding where and how to make a selling pitch.
Activation –
After identifying the problems in detail, in this phase the acquired information
is used to active their discomfort and consequences they might have due to the
identified problems. The aim here is to make the customers feel the discomfort
and uncomfortable situation that they are facing, to make them realise of the
problems and their negative consequences in the future.
Projection –
After the activation of discomfort and making them realise of the problems, the
projection questions are used to make them see to the solutions. These questions
are used to project to them the benefits and a scenario where the problems are
solved. Use of projection to give them hint of what they are seeking as
solutions.
Transition –
After finding the customer’s facts and interests, and making them aware of the
problems along with solutions, the last phase is to move forward to the sales
presentation. In this phase, the facts of the customers are used to pitch them
with an alignment with their requirements and needs. It is used to provide them
solutions based on their interests and needs.

Q2. What are the four elements of Principled Negotiation proposed by

Fisher & Ury?
Roger Fisher & William Ury of the Harvard Negotiation Project, in their
negotiation text “Getting to Yes: Negotiating Agreement without Giving In”
described four main elements of principled negotiation. It was designed “to
produce wise outcomes efficiently and amicably”.
The four elements are –
 Separate the People from the Problem –
The aim is to attain a better and mutual understanding in a negotiation. With
personal involvement and strong emotions, the negotiation issues could get
clouded and clear view of the situation may become complicated to solve.
So, the authors suggest to separate personal ego & emotions like fear, anger,
from the issues at stake. Thus, it would result in clear view of the conflict
that is to be dealt.
 Focus on Interests, not Positions –
In principled negotiation, the negotiators are focused on shared interests,
needs, desired results, rather than factors like past events and getting own
way first. This element focuses on the importance of prioritizing the interests
and needs, along with an openness to different positions.
 Invent Options for Mutual Gain –
In negotiation, to attain a mutually gained agreement that is beneficial for all
the involved parties, the authors suggest ways to invent and broaden options
for mutual gain, rather than limiting to solutions. The authors suggest the
negotiators to devote time with brainstorming, evaluation of varied range of
possible options, focusing on shared interests. As per this element, it is
required to search for proposal beneficial to all parties with mutual gains.
 Insist on Using Objective Criteria –
In principled negotiation, to avoid an inefficient compromise, the authors
suggest to negotiate based on objective criteria – an independent standard for
all parties involved. The objective criteria need to be logical and legitimate
standard, based on factors like law, industry protocols, market value, etc.