Direct questions trigger defensive repetition, while mirroring prompts counterparts to elaborate
Chris Voss · Chris Voss – Listening, Human Nature, and Negotiations (Capital Allocators, EP.252) · May 30, 2022 · at 12:31
Former FBI negotiator Chris Voss explains why mirroring is more effective than direct questioning for uncovering information in high-stakes conversations.
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“The reason why it's superior to a question, if I say, what did you mean by that? You'll probably repeat what you just said with the exact words, possibly even louder, sort of like an American overseas. If you repeat the exact words louder, it automatically becomes more apparent. But a mirror, you'll never repeat the same words. You'll reword it.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
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