onion kulcha. And I might tell you how optimistic I was that I’d go back. “Tell me” is a magic question that opens up an entire world to your view.

To steer effectively, you need to see, hear, and understand where you’re going.

Albert Einstein reportedly said that if he had an hour to solve a problem, he would spend fifty-five minutes thinking about the problem and five minutes thinking about solutions.

Any negotiation, any steering conversation, has to begin with you. You need to steer from the very beginning, by asking yourself the right questions before you sit down with anyone else. The best negotiations, relationships, or client interactions start with you—a process of self-discovery that helps you get clarity on who you are and what you want

Don’t ask a question that starts with a non-action verb (like variations on “be” and “do”).

Internal self-awareness is our ability to go deep within ourselves and truly see ourselves for who we are: our priorities, needs, emotions, goals, strengths, and weaknesses. External self-awareness is our ability to examine how others might see us. Guess which one many of us prioritize? When we focus on how others see us to the detriment of

Expert negotiators know that their greatest source of strength in negotiation is not bluster but knowledge. Expert negotiation requires you to understand yourself and someone else well enough to conduct a conversation that produces value for both parties. But most people don’t ask the right questions to acquire that knowledge.

negotiation is any conversation in which you are steering a relationship.

The best negotiators and leaders are the ones who ask the right questions and therefore get the right information to help them make better deals.