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Chris Voss: How to Succeed at Hard Conversations

Huberman Lab

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The Power of How and What Questions in Negotiation

In negotiations, asking how and what questions can reveal a lot about the other person's thinking and reaction. If they quickly fire back or don't think deeply about it, it indicates one type of person. If they pause and give a thoughtful answer, it shows a different type. Learning from a hostage negotiation expert, the key is to exhaust the other side, especially if they are aggressive. Asking how and what questions tires them out and can lead to a favorable outcome.

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