Which of the following are types of questions that are useful in opening and testing phases of a negotiation? Select the TWO that apply.

In the opening phase of a negotiation, open questions (e.g., 'What are your key objectives?') are used to encourage the other party to share broad information and establish their needs. This helps build rapport and creates a foundation for discussion. In the testing phase, probing questions (e.g., 'Could you explain why that delivery date is critical?') are used to explore the initial responses in more detail. They help clarify ambiguities, test understanding of the other party's position, and uncover underlying interests that may not have been explicitly stated.

A. Closed questions elicit simple 'yes' or 'no' answers and are best for confirming facts or closing down a topic, not for opening discussion.
B. Narrow questions are similar to closed questions; they restrict the scope of the answer and are not effective for information gathering in early stages.
D. Leading questions suggest a desired answer, which can create pressure and hinder open dialogue, making them unsuitable for opening or testing phases.

- Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Negotiation (7th ed.). McGraw-Hill Education. Chapter 7, "Communication," discusses the strategic use of different question types in negotiation phases.

- Harvard Law School, Program on Negotiation. (2020). Three-Question Guide to Better Negotiations. This guide emphasizes using open-ended questions to explore interests before moving to more specific inquiries. Available via the Program on Negotiation website.