Lina Rawlins, a senior buyer, asks a supplier: “Can you tell me exactly what you...

A probing question seeks deeper information, clarifying specifics beyond surface-level responses. Lina’s question is factual, detailed, and investigative — designed to uncover processes and commitments. Hypothetical questions test options (“what if…”), reflective restate or summarise to confirm understanding, and leading steer the respondent toward a desired answer. Probing is essential in negotiations to validate claims, identify risks, and build persuasive arguments.