The sweetest two words in any negotiation are actually, 'That's right.' Before you convince them to see what you're trying to accomplish, you have to say the things to them that will get them to say, 'That's right.'
Interpretation
Acknowledging others' viewpoints is essential for effective negotiation.
In negotiations, the phrase 'That's right' signifies agreement and understanding. Christopher Voss emphasizes that to successfully convey your perspective, you first must recognize and validate the other person's thoughts, fostering a collaborative atmosphere that encourages mutual agreement and progress.
In practice
In a business meeting focused on contract discussions.
When you expect to get into a negotiation, you expect to be faced by a guy that's going to attack you, a guy or gal that's going to attack or that they're going to try to get the best of you. Two-thirds of us, that makes us very defensive.
Price doesn't make deals, and salary doesn't control your career.
There are three kinds of yeses. There's commitment, confirmation, and counterfeit. People are most used to giving the counterfeit yes because they've been trapped by the confirmation yes so many times. So the way you master no is understanding what really happens when somebody says 'no.' When yes is commitment, no is protection.
The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try to force your opponent to admit that you are right. Ask questions, that begin with 'How?' or 'What?' so your opponent uses mental energy to figure out the answer.
Very few negotiations are begun and concluded in the same sitting. It's really rare. In fact, If you sit down and actually complete your negotiation in one sitting, you left stuff on the table.
The most dangerous negotiation is the one you don't know you're in.
A dozen times a day we come to a fork in the road and must decide which way we will go. It is important to get our ultimate objectives clearly in mind so that we do not become distracted at each fork in the road by the irrelevant questions: Which is the easier or more pleasant way? Or, Which way are others going?
When we try to avoid one fault, we are led to the opposite, unless we be very careful.
When the soldiers stand leaning on their spears, they are faint from want of food.
Action will _x000D_ delineate and_x000D_ define you.
One man's word is no man's word; we should quietly hear both sides.
The best way to be original is to be yourself.
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