Calibrated Questions

Calibrated questions are open-ended and begin with "how" or "what." They force the other side to solve your problem for you. Instead of "I can't do that," ask "How am I supposed to do that?" The question shifts the burden without saying no outright.

These questions give the illusion of control to the other side while actually steering the conversation. They cannot be answered yes or no, which generates thought rather than reflex. The best negotiators ask more questions than they make statements.