How To Use Calibrated Questions In A Negotiation

Great answers start with great 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.

Calibrated questions change the power dynamic.

Calibrated questions are how and what questions structured for maximum impact.

Turn your why question into what and how.

How and what questions allow your counterpart to see things from your side and keep everyone’s autonomy.

  • “What makes you ask?”
  • “How do we know your team is on board?”

Use nonverbal communication to create a bigger impact.

How you deliver your question is just as important as the question you ask.

Investor + CEO @ Skylink Group. Optimize Lifes Potential:

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