How To Use Calibrated Question

How to Use Calibrated Questions to
Negotiate Strategically
Written by MasterClass
Last updated: Jun 8, 2021 • 4 min read

Approaching the negotiation strategy as a novice can seem daunting. Conducting a
successful negotiation requires top-notch problem-solving and conflict-management skills. It
also demands a willingness to accept trade-offs and concessions in order to build trust with
your counterpart. Luckily, almost anyone is capable of leveraging their bargaining power
and pushing a negotiation toward a win-win solution by learning to employ a few basic
negotiation skills. One of the fundamental tactics used by seasoned negotiators is the
calibrated question.
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• What Are Calibrated Questions?
• How to Use Calibrated Questions in a Negotiation
• Learn More
• Chris Voss Teaches The Art of Negotiation
What Are Calibrated Questions?

Calibrated questions are “how” and “what” questions structured for maximum effect. They
are designed to change the power dynamic of the negotiation and force consideration of
your position into the equation. In other words, they allow the other side to see things from
your side of the table and allow everyone to keep their sense of autonomy intact. Calibrated
questions often sound like this: “How am I supposed to do that?” or “What’s going to
happen if I do that?”
Calibrated questions are a negotiating concept taught by former FBI hostage negotiator
Chris Voss. He wrote the book Never Split the Difference and formed the Black Swan
Group to teach successful negotiation strategy to clients in the private sector. Voss urges
his pupils to learn how to use calibrated questions to shift the frame of a negotiation and
give their counterparts the illusion of control.
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How to Use Calibrated Questions in a Negotiation

If you’re new to the world of business negotiations and approaching the bargaining table for
the first time, you can take comfort in the knowledge that calibrated questions are a
relatively easy technique to learn and employ. They are essentially open-ended questions
that force your counterpart to see things from your point of view while still providing them
with a sense of autonomy. Though they may be simple to learn, calibrated questions are an
essential part of a conflict-resolution strategy and should be employed in any negotiation
process. Here are some tips to start using calibrated questions as part of a negotiation:
1. Put the onus on your counterpart. Great negotiators are adept at slowly walking
their counterparts into a desired position while still providing them with the illusion of
control. Good calibrated questions force your counterpart to reckon with your own point
of view and predicament without coming across as aggressive or combative.
2. Practice active listening. The only way to craft an effective calibrated question is
to pay close attention to what your counterparts are saying. Calibrated questions show
your counterparts that you are listening to them, prompting them to lower their
defenses. Good negotiators use calibrated questions to make their adversaries feel
heard while gently nudging them toward a deal.
3. Ask the same question three different ways. A slightly more advanced method of
employing calibrated questions is to rephrase the same question in three different
ways. The so-called rule of three, can help push your counterpart past a reflexive
response and ensure that you are receiving a revealing answer to your question.
4. Use pauses. If you’re new to negotiation training, your default negotiation style
might be to play hardball and speak over your counterparts during a contract
negotiation or business deal. You might be surprised to know that most FBI agents are
often soft-spoken and calm, even during tense crisis negotiations. When employing
calibrated questions, it can be tempting to fill the silence while your counterpart thinks
about an answer. It’s much more effective to allow that silence to work in your favor.
Become comfortable with controlled pauses that can place leverage on your
counterpart and force them to do the work in your negotiation.
5. Pair calibrated questions with an accusation audit. An accusations audit is an

exhaustive list of all the negative things the other side may think, feel, or say about
your side. Compiling an accusations audit helps you get ahead of the types of
negativity and objections that could hinder the successful completion of your deal.
Using calibrated questions to reframe items from your accusation audit is a great way
to defuse points of tension and lead your counterparts into making concessions.
6. Perfect your delivery. When employing calibrated questions, it’s important to be in

control of your body language, eye contact, and tone of voice. Calibrated questions can
demonstrate power and shift the balance in a negotiation—but only when they’re posed
in an assertive yet non-confrontational way. Before you ask calibrated questions, make
sure your default voice is calm and composed and your body language isn’t closed off.
7. Alternate between calibrated questions and labeling. Labeling is the process of

verbally acknowledging the other side’s feelings and positions. Labels are powerful
tools for reinforcing positive feelings and deactivating negative ones. Calibrated
questions and labeling are negotiation techniques that can be paired together to shift
your counterpart into a positive frame of mind. When used effectively, these two
techniques are a potent one-two punch that can help you find common ground with
your negotiating partner.
8. Elicit tactical empathy. Tactical empathy is the deliberate influencing of your

negotiating counterpart’s emotions for the ultimate purpose of building trust-based
influence and securing deals. Calibrated questions are a key tool in establishing
tactical empathy. A great negotiator knows how to ask empathic questions that don’t
come across as accusatory. By demonstrating emotional intelligence, you can draw
your counterpart in and establish trust.

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How to Use Calibrated Questions to

Last updated: Jun 8, 2021 • 4 min read

What Are Calibrated Questions?

Meet One of Your New Instructors

How to Use Calibrated Questions in a Negotiation

5. Pair calibrated questions with an accusation audit. An accusations audit is an

6. Perfect your delivery. When employing calibrated questions, it’s important to be in

7. Alternate between calibrated questions and labeling. Labeling is the process of

8. Elicit tactical empathy. Tactical empathy is the deliberate influencing of your

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