Giving the other party the illusion of control can lead to more cooperative negotiations. By framing requests as questions and allowing them to feel in charge, you can subtly guide the conversation towards your desired outcome. For instance, asking 'What do you hope to achieve by going?' instead of 'Don't leave' empowers them while steering the discussion. 'Successful negotiation involves getting your counterpart to do the work for you and suggest your solution themselves.' | Chris Voss | Never Split the difference

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The Illusion of Control

Giving the other party the illusion of control can lead to more cooperative negotiations. By framing requests as questions and allowing them to feel in charge, you can subtly guide the conversation towards your desired outcome. For instance, asking 'What do you hope to achieve by going?' instead of 'Don't leave' empowers them while steering the discussion. 'Successful negotiation involves getting your counterpart to do the work for you and suggest your solution themselves.'

-- Chris Voss