The Calibrated Question Formula
The Calibrated Question Formula
From Never Split the Difference by Chris Voss — Chapter 7
The Framework
Avoid: can, is, are, do, does → yes/no answers → reciprocity → frozen dynamics Use: what, how (occasionally why for strategic defensiveness) Structure: Open-ended + directed toward your de...How It Works
The Calibrated Question Formula provides a structured approach to understanding Associative Coherence, Calibrated Questions, Covert Influence as presented in Chapter 7 of Never Split the Difference.Related Concepts
Concepts explored in the same chapter:
- Associative Coherence
- Calibrated Questions
- Covert Influence
- Framing Effects
- Interests vs Positions
- Listener's Judo
- Negotiation
- Pricing Psychology
📚 From Never Split the Difference by Chris Voss