Asked Quote by Chris Voss
““That’s when I had my “Holy shit!” moment and realized that this is the technique I’d been waiting for. Instead of asking some closed-ended question with a single correct answer, he’d asked an open-ended, yet calibrated one that forced the other guy to pause and actually think about how to solve the problem. I thought to myself, This is perfect! It’s a natural and normal question, not a request for a fact. It’s a “how” question, and “how” engages because “how” asks for help.””
About This Quote
Source Interview: The Art of Negotiation Podcast, 2020
The quote describes a breakthrough realization that open‑ended, calibrated questions prompt deeper thinking and collaboration, unlike closed‑ended factual queries.
In simple terms: Open questions spark thoughtful problem solving.
Key Takeaway
Use calibrated “how” questions to engage others.
Themes
communication
problem solving
collaboration
negotiation
Mood
curious
strategic
empathetic
Type
advice
insightful
practical
When to use this quote
- team meetings
- client negotiations
- brainstorming sessions
- conflict resolution
Key Concepts
calibrated questioning
open‑ended inquiry
psychology of dialogue
Questions to Reflect On
- How can you frame a “how” question to avoid resistance?
- When is a closed‑ended question more effective?
A Different Perspective
If the other party is uncooperative, a “how” question may still be deflected.
