When to use it
Use it when you receive an offer or response that does not work for you.
How to apply it
- Avoid questions that can be answered yes or no.
- Avoid starting with 'why', which can sound accusatory.
- Prepare a few questions in advance, such as 'How am I supposed to accept that?'
- Ask 'What would need to happen for this to work?' to surface hidden constraints.
- Ask 'How will we know this role is a success?' to clarify scope and future reviews.
Tip: Deliver them calmly and with genuine curiosity, or they come across as manipulative.