Developed by Chris Voss (Never Split the Difference, with Tahl Raz, 2016).
Replaces yes-or-no and why questions with open how and what questions, which set the other side working on the problem with less defensiveness.
When to reach for it
A negotiation or hard request where a direct ask would provoke pushback, especially when the other side holds more power.
How it runs
- Drop why questions and yes-or-no closers.
- Open with how or what.
- Phrase each question so that answering takes thought.
- Keep a few ready, such as: how am I supposed to do that?
Where it sits in SOLVE eX
Go to the source
- Never Split the Difference: Negotiating As If Your Life Depended On It, HarperBusiness, chapter 7, 2016