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Rule of Three "Yes"es

Tags: negotiation

In order to ensure that you have full buy in on a deal, and that a “yes” is not counterfeit. The first “yes” is the initial commitment, then you summarize and label to a get a “that’s right”. Finally, “What do we do if we got off track?”, a calibrated question on the implementation1.

Bibliography

1. Voss, C. & Raz, T. Never Split the Difference: Negotiating As If Your Life Depended On It. (Harper Business, 2016).

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