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...
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