People love to be asked open-ended questions that start with “what” or “how” because it let’s them feel like they’re educating you and it gives them a feeling of being in control. It works on two levels. One, it tends to create a more collaborative environment, which means you’re going to make a better deal. And, two, if the other side is trying to gain control, it lets them drop their guard, so that you can get the upper hand.
Playing dumb is an effective strategy. Keep asking those “how” or “what” questions.
I see couples in my Westbury office, as well as individuals and small groups who really are “trying hard” and..
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