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Use calibrated questions to uncover the other party's priorities from "summary" of Never Split the Difference by Chris Voss,Tahl Raz
Calibrating your questions is a crucial skill in any negotiation. It involves asking the right questions in the right way to guide the conversation and uncover the other party's true priorities. By using calibrated questions, you can gain valuable insights into what the other party values most. This allows you to tailor your approach and offers in a way that resonates with their interests and concerns. One key aspect of calibrated questions is to avoid asking yes or no questions. Instead, ask open-ended questions that require the other party to provide detailed responses. This allows you to dig deeper and uncover information that may not have been revealed otherwise. Another important technique is to use "how" and "what" questions to encourage the other party to explain their reasoning and thought process. This can help you better understand their perspective and identify areas where you can find common ground. Additionally, using calibrated questions can help you uncover any hidden obstacles or concerns that the other party may have. By asking probing questions in a non-confrontational way, you can address these concerns and find solutions that benefit both parties.- Mastering the art of calibrated questions is essential for successful negotiation. It allows you to uncover the other party's priorities, gain valuable insights, and find mutually beneficial solutions. So next time you find yourself in a negotiation, remember to ask the right questions and listen carefully to the answers.
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