26 October 2023, New York, USA - UNITAR and Columbia Law School conducted the first session for the Fall series titled “Ask for More: Master Diplomatic Advocacy Through Asking the Right Questions”. Mr. Marco Suazo, head of UNITAR New York Office, started by welcoming our in-person and virtual audience and then introduced Professor Alexandra Carter, Director of the Mediation Clinic at Columbia Law School, and the Columbia Mediation Clinic team. Mastering diplomatic advocacy through asking the right questions is a vital skill in the realm of effective communication. The foundation of thriving relationships, whether they are personal or professional, relies on the finesse of inquiry. Questions, as the bedrock of this skill, can be a formidable instrument, serving to enhance comprehension, collect valuable insights, and nurture profound bonds. Nevertheless, the distinction lies in the art of selecting the most fitting questions, as this ability is paramount for achieving successful communication and fostering harmonious connections.

In the negotiation process, the “Window” phase represents the critical point at which you begin to explore the other party’s perspective. Just as you asked yourself questions in the “Mirror” phase, now it’s time to apply active listening and inquiry when interacting with the opposite side. By actively listening and asking specific questions, you aim to gain a deeper understanding of their needs and concerns. Start by inquiring about what they need, cutting through any unnecessary information to pinpoint the core of the problem. Then, ask them to describe their concerns, as addressing these is often the key to a mutually beneficial agreement. In the “window” phase, the focus shifts from introspection to a more outward-facing approach, fostering effective communication and creating a clearer path towards successful negotiation outcomes.