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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 fall...
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