Chris Voss was FBI’s lead international kidnapping negotiator from 1992 to 2007. Voss: You need to find out everything you possibly can through the negotiation process. The secret to gaining the upper hand in negotiations is giving the other side the illusion of control, he says. An open-ended question makes people feel powerful and in charge, and they have no idea how constrained and bound they are by it, Voss says. To get the kidnapper to volunteer to put the victim on the phone is a huge victory in negotiation.”]
Source: https://www.csoonline.com/article/2125225/secrets-of-successful-business-negotiation.html