Asking questions concerning the other party's interests prompts the other party to be more open, trusting, make positive attributions about the negotiator's intentions, and seek a relationship that involves future repeat business.

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Asking questions about the other party's interests in a negotiation helps build rapport, demonstrates empathy, and shows a willingness to understand their needs and concerns. This approach fosters trust, encourages openness, and can lead to more collaborative and positive negotiations, often resulting in a desire for ongoing business relationships.

Asking Questions Concerning the Other Party's Interests Prompts the Other