Beware of the "that's right" moment that signals agreement from "summary" of Never Split the Difference by Chris Voss,Tahl Raz
When you're in a negotiation, you need to pay close attention to the subtle cues that indicate agreement. One of these cues is the "that's right" moment, where the other party repeats back to you what they believe you've said. This might seem like a positive sign, but in reality, it can be a trap.
When someone says "that's right," they are not necessarily agreeing with you. Instead, they are trying to assert control over the conversation by showing that they understand your position. This can lull you into a false sense of security and make you more likely to give in to their demands.
To avoid falling into this trap, you need to be aware of the "that's right" moment and approach it with caution. Instead of assuming that the other party is in agreement, use this moment as an opportunity to delve deeper into their perspective. Ask open-ended questions to clarify their position and uncover any hidden objections or concerns.
By staying vigilant and maintaining a curious mindset, you can navigate the "that's right" moment effectively and avoid being manipulated. Remember, negotiation is not about blindly accepting agreement, but about uncovering the truth and reaching a mutually beneficial outcome.
Read More
Continue reading the Microbook on the Oter App. You can also listen to the highlights by choosing micro or macro audio option on the app. Download now to keep learning!
Now you can listen to your microbooks on-the-go. Download the Oter App on your mobile device and continue making progress towards your goals, no matter where you are.
