Anatomy of a Good "No": Asking a question that is designed to get a 'no'

Yesterday I wrote this post for a client getting bullied in a business negotiation.

I pulled tips from Chris Voss, who used to be an FBI hostage negotiator. Now he applies those negotiation tips to business.

He is also a fan of asking questions intentionally designed to get a “NO” answer.

Now you might think, why would I ever ask a question that gets a certifiable “NO?”

I’ll give you an example:

I’m currently planning a retreat to Namibia, Africa November 2026.

Friends and former clients usually attend these retreats. The clients may not be working with me anymore, but they truly love the community I build with these getaaways.

I’ve already leveled the playing field.

I’ve created a closed eco-system.

Now all you have to do is get to know one another.

I hope you never have to collect money because it’s the worst job in the world.

If I simply asked: "Are you interested in going to Namibia November 2026?"

The answer is a resounding ‘yes!’

But this answer gives me no lens as to what the objections are.

What obstacles need do I need to overcome in order to get the person to a ‘yes?’

Are you actually moving forward? or were you full of &*(t?

To mimic Chris Voss’ methodology, a BETTER question to ask is