Business Quote by Chris Voss
““Now, think about how my client’s question worked: without accusing them of anything, it pushed the big company to understand her problem and offer the solution she wanted. That in a nutshell is the whole point of open-ended questions that are calibrated for a specific effect.””
About This Quote
Source Interview: 2020 Podcast “The Art of Negotiation” with Chris Voss
Open‑ended questions, when carefully calibrated, guide interlocutors toward desired outcomes without direct accusation.
In simple terms: Skillful questions steer conversations.
Key Takeaway
Use calibrated open‑ended questions.
Themes
negotiation
communication
psychology
strategy
influence
Mood
focused
thoughtful
Type
strategic
educational
When to use this quote
- business deals
- conflict resolution
- customer service
- team meetings
- legal mediation
Key Concepts
Active listening
question framing
emotional intelligence
Questions to Reflect On
- When is a direct approach better than a question?
- How do you gauge the right calibration?
A Different Perspective
Over‑reliance on questions may obscure direct accountability.
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![“If the State does not acquire supremacy over [vast private] enterprises, it becomes their puppet, and they become the real State.” quote by Bertrand Russell](https://sms4smile.com/quotes/img-quotes/bad/bertrand-russell-69_acquire_if-the-state-does-not-acquire-supremacy_1379.jpg)