🎄🗓 – Dec 22: How am I supposed to do that?

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:

1. An example of a situation where “How am I supposed to do that?” is a great question to ask, or
2. Your best question to use in negotiations