MOVE 07 · INFORMATION GATHERING · FREE
Ask the Open 'How' Question
Replace yes/no questions with open 'how' and 'what' questions that make the other side explain their constraints in their own words.
A closed question gets an answer; an open question gets information.
WHY IT WORKS
Yes/no questions invite reflexive refusals and reveal little. Open questions that begin with 'how' or 'what' ask the other side to work through the problem with you, surfacing constraints you could not see and often softening their position as they explain it.
WHEN TO USE IT
- You received a flat 'no' without reasons.
- You need to understand limits before proposing anything.
WHEN NOT TO USE IT
- The other person has asked you for a clear answer; answering a question with a question is evasive.
- Time is short and a direct request is clearly more appropriate.
SIGNALS IT FITS
- Your questions keep getting one-word answers.
- You are guessing at their limits.
PREPARATION
- Rewrite your three key questions to start with 'how' or 'what'.
- Remove any question that implies blame.
STEP BY STEP
- Ask one open question.
- Stay silent until they finish.
- Summarise what you heard.
- Ask one follow-up that goes deeper on the most important point.
OPENING LINE
“What would need to be true for this to work on your side?”
SCRIPT
What would need to be true for this to work within your budget this quarter?
LIKELY RESPONSES & COUNTERS
- If they answer vaguely
- Ask 'What does that look like in practice?' to make it concrete.
- If they turn the question back to you
- Give a short, honest answer, then return to your question.
SECOND MOVE
Use their answer to build two options with Offer Two Paths.
FOLLOW-UP
Note their exact words; quoting them later anchors the agreement in their own reasoning.
COMMON MISTAKES
- Stacking several questions at once.
- Using 'why' in a way that sounds accusatory.
WALK-AWAY CONDITIONS
- Every open question is met with refusal to engage at all.
EXAMPLE (FICTIONAL)
A freelancer was told 'we can't do that rate'. Instead of lowering it, she asked what would need to be true for it to fit; the client explained the budget reset in April, and they agreed a lower-scope pilot until then.
ETHICAL BOUNDARY
Ask questions to understand, not to trap. Do not use answers to embarrass the other person later.
RELATED MOVES
Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.