Communication Quote by Chris Voss
““The tool we developed is something I call the calibrated, or open-ended, question. What it does is remove aggression from conversations by acknowledging the other side openly, without resistance. In doing so, it lets you introduce ideas and requests without sounding pushy. It allows you to nudge. I’ll explain it in depth later on, but for now let me say that it’s really as simple as removing the hostility from the statement “You can’t leave” and turning it into a question. “What do you hope to achieve by going?””
About This Quote
Source Interview: The Art of Negotiation Podcast, 2022
Transforming hostile statements into open‑ended questions reduces aggression and facilitates influence without pressure.
In simple terms: Turn aggression into curiosity to influence.
Key Takeaway
Ask open‑ended questions to defuse tension.
Themes
negotiation
communication
conflict resolution
Mood
calm
strategic
Type
tactical
educational
When to use this quote
- business deals
- relationship disputes
- customer service
- team leadership
Key Concepts
calibrated questioning
psychology of persuasion
non‑violent dialogue
Questions to Reflect On
- How can you ensure the question feels genuine?
A Different Perspective
May be ineffective if the other party is unresponsive to questioning.
