"First off, **calibrated questions avoid verbs or words like “can,” “is,” “are,” “do,” or “does.” These are closed-ended questions that can be answered with a simple “yes” or a “no.”** "Instead, they start with a list of words people know as reporter’s questions: “who,” “what,” “when,” “where,” “why,” and “how.” Those words inspire your counterpart to think and then speak expansively." --- **Tags** -- [[quotes]], [[listening]], [[asking-questions]], [[negotiations]], **Source** -- [[202507101253 - B - Never Split the Difference]]