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Chris Voss: How to Succeed at Hard Conversations
Huberman Lab
The Power of How and What Questions in Negotiations//compensation
How and what questions are crucial in negotiations as they help in judging the other party's reaction and thought process. When asking these questions, the focus should be on how the other party answers rather than the actual answer itself. These questions trigger deep thinking, allowing you to assess the individual's behavior and thoughtfulness. By observing if they respond quickly or take time to consider their answer, you can gain insights into their character and intentions. Using these questions strategically can help in understanding and potentially influencing the negotiation dynamics.
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