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Chapter 5: Trigger The Two Words That Immediately Transform Any Negotiation
“The sweetest two words in any negotiation are actually, ‘That’s right.’”
Creating unconditional positive regard opens the door to changing thoughts and behaviors. Humans come to expect love, praise, and approval. The more a person feels understood, and positively affirmed in that understanding, the more likely that urge for constructive behavior will take hold. “That’s right” is better than a “yes” from your counterpart. A “yes” is most often just appeasement or temporary compliance, a way to get the other person to go away. A “that’s right” response signals that there is genuine understanding, and your counterpart feels like they are being listened to and understood.
Actions to take
Trigger a “that’s right” response with a summary.