I have a business partner who is always reading a book. And no matter what we discuss, she somehow connects it to whatever book she is reading. This is also true of the Curious Christmas Calendar. Here she is:
“The first negotiating tip that Chris Voss mentions in his famous book Never Split the Difference is a question: “How am I supposed to do that?”
In the opening of the book Chris tells the story about how he, a gruff FBI cop, beat the fancy Harvard students AND professors at negotiating by repeating this question.
He explains how asking this question – ad nauseam – eventually wears down his opponents and gets him what he wants.
There is more to the Voss negotiating approach, of course.
But it all starts with a question.”
Thanks Marie ❤️
To contribute to today’s door, please write a comment on LinkedIn where you share:
- An example of a situation where “How am I supposed to do that?” is a great question to ask, or
- Your best question to use in negotiations