Do you want to know what worked in the quickest time? the simplest thing.

The Power of Presupposed Questions. This one concept has worked for me so many times.

You ask questions that, for people to answer - they have to unconsciously agree to the presuppositions that are within the question.

it helps get things moving, especially when people are at logger heads and stuck in opposing views, holding up projects.

Luckily I have a long standing relationship with the client, so I knew I could push the boundaries a little more..

2 questions that really helped today:

1. "How thrilled do you think the GM will be, when he learns that you both not only reached agreement but also made this the 1st project to complete in 2011?"

this question worked because it took both parties forward in time to looking back on the event having resolved it. So the idea of resolution and looking back became a perspective in their minds. Also the idea of being able to look back after having agreement became a pleasurable option as it also became associated with being singled out and getting accolades.

2. "The new guys know how to start, but they never have the experience to close and get completion.. What is it about all the experience you have gained over the last 10 years that has given you the ability to again and again negotiate a win win that really works for everyone?"

By the end of the meeting, both parties had made real concerted efforts and a resolution was reached within the day.

I know this may all seem very weird to many of you reading this, but it really works! try it out your self.

"what could you really look forward to in 2011?" (to answer the question - you have to presuppose there actually is something worth looking forward to!)