Two systems of thought

In “Thinking Fast and Slow”, Daniel Kahneman explains that Man has two systems of thought:

•  System 1 (animal mind) is fast, instinctive and emotional; it’s far more influential, guiding and steering our rational thoughts.
• System 2 is slow, deliberative, and logical.

 An emotional reaction to a question is a System 1 reaction, that informs and, in effect, creates a System 2 answer. Chris Voss, of "Never split the difference", tampers with this with the aid of open-ended questions.

 Say I offer you a bottle of water for $10. By answering “How am I supposed to do that?”, you’re influencing my System 1 emotional mind into accepting that my offer wasn’t good enough. My System 2 will rationalize the situation, making sense of giving you a better offer.

Try it. Tone matters, so take it easy.