Negotiation: "That’s Right" > " Yes' - Deepstash

Negotiation: "That’s Right" > " Yes'

Reaching “that’s right” in a negotiation creates breakthroughs (it conveys true understanding of someone's reality).

Use a summary to trigger a “that’s right.” The building blocks of a good summary are a label combined with paraphrasing. Identify, rearticulate, and emotionally affirm “the world according to . . .

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harzaa

I like movies and books. I eat the pizza crust. Coffee addict.

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