Trigger a “that’s right” response with a summary.
A “yes” is most often a convention of being sociable and agreeable in a conversation or negotiation. It does not mean that you will get what you want. There is no substitute for real understanding between you and the other party. Getting to “that’s right” (instead of “yes”) signals that you’ve reached the moment where you’ve convinced someone that you truly understand their “world,” dreams, and feelings. It is in a “that’s right” moment that mental and behavioral change becomes possible, and the foundation for a breakthrough has been laid.