Trigger the Two Words That Immediately Transform Any Negotiation

Question 1

Figure out how your adversary arrived at their position.

Answer 1

Use labels to get them to say a version of “that’s right”.

Question 2

Trigger a “that’s right” with a summary

Answer 2

Agreeing on a point without the feeling of having given in.

Question 3

Getting a “That’s Right” allows you to drive to the best outcomes.

Answer 3

Hearing “you’re right” is a disaster. What do you tell people when you want to get them to shut up and go away? You say, “you’re right” don’t you? You use it to get people to quit bothering you.

Question 4

That’s Right

Answer 4

It’s a realization the individual makes on their own. Help them get to say that and realize it. Label what you perceive may be the unspoken problem. “You seem to think it’s unmanly to dodge a block, you think it’s cowardly to get out of the way of someone trying to hit you.” With those words, he embraced the reality of what was holding him back.

Question 5

That’s Right

Answer 5

It’s a realization the individual makes on their own. Help them get to verbalizing this realization. Label what you perceive may be the unspoken situation. “You seem to think it’s unmanly to dodge a block, you think it’s cowardly to get out of the way of someone trying to hit you.” With those words, he embraced the reality of what was holding him back.

Embracing the reality of whats holding them back allows them to go forward.