Masterclass - Chris Voss - The Art Of Negotiati... -

“How am I supposed to accept that price?” “What about this doesn’t work for you?” : Shifts burden of problem-solving to them.

Repeat the last 1–3 words the other person said, with an upward intonation (like a question). MasterClass - Chris Voss - The Art of Negotiati...

The crown jewel of these questions is:

This is the act of naming an emotion or a situation. By saying, "It seems like you’re concerned about the budget," you acknowledge their feelings. If you’re right, they feel heard; if you’re wrong, they’ll correct you—either way, you get more information. The Power of "No" “How am I supposed to accept that price