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 . . .
3.3K
10.9K reads
CURATED FROM
IDEAS CURATED BY
The idea is part of this collection:
Learn more about psychology with this collection
How to close the deal
How to handle objections
How to present your value to your employer
Related collections
Read & Learn
20x Faster
without
deepstash
with
deepstash
with
deepstash
Personalized microlearning
—
100+ Learning Journeys
—
Access to 200,000+ ideas
—
Access to the mobile app
—
Unlimited idea saving
—
—
Unlimited history
—
—
Unlimited listening to ideas
—
—
Downloading & offline access
—
—
Supercharge your mind with one idea per day
Enter your email and spend 1 minute every day to learn something new.
I agree to receive email updates