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How To Use Calibrated Questions In A Negotiation
Great answers start with great questions.
It’s a skill encompassed by great negotiators.
It’s why Harvard Law Schools' top ten negotiation skills include “asking good questions.”
“You can gain more in integrative negotiation by asking lots of questions — ones that are likely to get helpful answers.”
You’ve likely stumbled on advice that tells you to ask open and closed ended questions, but approaching a negotiation this way feels like the game 21 questions.
Take Harvard’s advice, “avoid asking yes or no questions and leading questions, such as don’t you think that’s a great idea?”
They recommend to “craft neutral questions that encourage detailed responses, such as can you tell me about the challenges you’re facing this quarter?”
Chris Voss calls these Calibrated Questions.
Calibrated questions change the power dynamic.
Calibrated questions are how and what questions structured for maximum impact.
Why questions feel accusatory.
