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Chapter 8: Guarantee Execution
“Yes is nothing without ‘How’... A deal is nothing without implementation.”
Negotiators have to be decision architects. They have to design the verbal and nonverbal elements to gain both consent AND execution. By making your counterpart articulate implementation in their own words, your carefully calibrated “how” questions will convince them that the final solution is their idea.
The “Rule of Three” is a good tool for getting confirmation that you’ve cemented the process of implementation with the other side, and they are ready to move forward. The “Rule of Three” is simply getting the other side to agree to the same thing three times in the same conversation.
Actions to take
Use the “Rule of Three” to strengthen the agreement or commitment.