“The defensive reaction to “why” questions is something that we discovered within the hostage negotiation world but has proven to be true in both business and personal communication. Simply put, “why” questions may cause defensiveness on the other side. In this video, Derek Gaunt shares the difference between “what” and “why” questions, and why you should rephrase to “what” questions to uncover challenges and obstacles.“ In this video, world renowned negotiator, Chris Voss, team member, Derek Gaunt talks about: Negotiation Tactics: What vs Why Questions | Derek Gaunt
Chris Voss | CEO & Founder, Author | The Black Swan Group Chris has 24 years of FBI experience and was the former FBI Lead International Kidnapping Negotiator. Chris is the author of negotiation best-seller, “Never Split The Difference.”
Derek Gaunt | Expert Trainer, Coach, Author | The Black Swan Group With 29 years of experience, Derek has commanded and trained police department hostage negotiation teams. An expert trainer and coach, Derek has trained across the US and around the world. He is the author of Ego, Authority, Failure.
Negotiation Tactics: What vs Why Questions | Derek Gaunt
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