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Use the "yes" ladder to guide the other party towards agreement from "summary" of Never Split the Difference by Chris Voss,Tahl Raz

The "yes" ladder is a powerful tool in negotiation that can be used to lead the other party towards a positive outcome. By getting the other party to say "yes" multiple times throughout the negotiation, you can gradually guide them towards agreeing with your position. This technique is based on the principle of consistency - once someone has said "yes" to a series of smaller questions, they are more likely to say "yes" to the larger question or proposal that you ultimately want them to agree to. To effectively use the "yes" ladder, start by asking questions that you know the other party will agree with. These questions should be easy to say "yes" to and should help establish a rapport with the other party. As you progress through the negotiation, continue to ask questions that build on their previous "yes" responses, gradually leading them towards agreement on the main issue at hand. It is important to approach the "yes" ladder with authenticity and sincerity. You should genuinely listen to the other party's responses and use their answers to guide the conversation in a positive direction. This will help build trust and rapport, making it more likely that the other party will ultimately agree with your position. By using the "yes" ladder in negotiation, you can create a more collaborative and positive atmosphere that increases the likelihood of reaching a mutually beneficial agreement. This technique can be a powerful tool in guiding the other party towards agreement while maintaining a respectful and cooperative tone throughout the negotiation process.

Never Split the Difference

Chris Voss

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