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Calibrated questions, as explained in 'Never Split the Difference', are a negotiation technique used to remove aggression from the conversation and give the illusion of control to the other party. These questions typically start with 'how' or 'what', implicitly asking your counterpart for help and eliciting important information. For instance, instead of directly opposing your counterpart's decision to leave, you could ask, 'What do you hope to achieve by leaving?' This approach acknowledges their perspective and encourages them to share more about their intentions.
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...
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Open-ended or calibrated questions remove aggression from the conversation by acknowledging the other side. A calibrated question starts with the words "how..." or "what..." By implicitly asking your counterpart for help, you give them the illusion of control while eliciting important information. For example, if your counterpart is getting ready to leave, instead of saying, "You can't leave" ask, "What do you hope to achieve by leaving?"
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