I’ve been obsessed with Chris Voss recently. He is a former FBI hostage negotiator known for his expertise in high-stakes negotiations. He has a fascinating trick in negotiations – the art of triggering a “no.”
Unlike traditional advice, which often focuses on getting the other party to say “yes”, Voss teaches that a “no” can actually be more productive and authentic in high-stakes conversations. When someone says “no”, they feel more in control of the conversation, which provides them a sense of safety, allowing them to feel heard and less defensive. Makes so much sense, right?
So, here are some no-oriented questions you might want to try in your next job interview:
When we want to understand the management style, ask, “Would it be a concern if I occasionally seek guidance on new tasks or complex projects?”
When we want to discuss about career development opportunities, ask, “Would it be a problem if I wanted to explore different career paths within the company over time?”
When we want to gauge team dynamics, ask, “Is there anything about the team’s work style that a new team member might find difficult to adapt to?”
When we want to explore flexibility in work arrangements, ask, “Would it be a concern if I needed occasional flexibility with my work hours?”
When we want to negotiate compensation and benefits, ask, “Would it be unreasonable to ask if there’s room for negotiation on the initial offer?”
When we want to clarify the job’s fit, ask, “Is there anything about my background that makes you hesitant about my fit for this role?”
When we want to confirm the hiring manager’s interest, ask, “Is there anything that would prevent you from moving forward with me in the hiring process?”
Don’t be afraid to ask questions, even if it triggers a “no.” Remember, interviews are a two-way conversation – jobseekers are assessing hiring managers just as much as hiring managers are assessing job seekers.
Pay extra attention to how hiring managers respond – their answers and tone can reveal a lot about this potential boss! So, go to your next interview prepared to ask boldly.
All the best with your job interviews! You’ve got this!
xoxoxo, AuntyHR
