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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 bu...
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