[I] The Hidden Information That's Costing You Money [GREATEST HITS]

What It Covers

Jeff Wetzler explains the ASK approach for negotiations, revealing how people withhold critical information costing money in salary talks and deals, plus specific questioning techniques to uncover hidden concerns, interests, and creative solutions.

Key Questions Answered

• •Information Withholding: People hold back four categories of valuable data: their struggles and concerns, controversial opinions and reasoning, feedback about you, and innovative ideas. Less than three percent tell you about obvious problems like a smudge on your face, meaning high-stakes feedback rarely surfaces without direct questioning.
• •The ASK Framework: Choose curiosity by centering on what can I learn from this person, make it safe through connection and vulnerability, pose quality questions like how does that sit with you or what are you solving for, listen through three channels of content-emotion-actions, then reflect and reconnect by sharing takeaways.
• •Paraphrasing Strategy: Repeat back what someone says and ask did I get that right at least fifty percent of the time to correct misunderstandings. This slows heated negotiations, demonstrates care, and prompts people to share additional information they initially withheld, creating better deals for both parties.
• •Multi-Issue Expansion: Transform single-issue negotiations into multi-dimensional deals by exploring timing flexibility, delivery methods, bonus structures, titles, relocation packages, and tuition reimbursement. A mechanic offered a seventy-five dollar solution instead of two thousand dollars when asked for creative ideas beyond standard air conditioning repair.
• •Listening Channels: Train yourself to hear content facts and logic, emotions like frustration or excitement, and actions such as defending, agreeing, or raising objections. Human minds think at nine hundred words per minute but mouths produce only one hundred twenty-five, meaning you hear fifteen percent of thoughts without follow-up questions.