Driving That's Right

Achieving a genuine "That's right" acknowledgment from a negotiation partner indicates a genuine understanding and connection. In this unit based on Chris Voss's insights from "Never Split the Difference," we'll explore how to achieve deeper alignment and breakthroughs through strategic communication.

Achieving a "That's right" rather than just a simple "Yes" is crucial. This distinction signifies that your counterpart feels genuinely understood. It goes beyond mere agreement to fostering a sense of connection. Through reflective listening and empathetic responses, you can articulate the underpinnings of your counterpart's concerns. For instance, you might say, "Aligning this with your team’s deadline is crucial given your workload," to mirror their perspective accurately. When they respond with "That's right," you know you’ve reached a level of mutual understanding.

Summarizing and paraphrasing aren’t just about restating what was said—they're about validating feelings and perspectives, which can unveil hidden objections. When you summarize effectively, you assure the other party that you value their viewpoints, paving the way for breakthroughs. Utilize phrases like, "To summarize, securing data integrity during infrastructure changes is your key priority—did I get that right?" This not only clarifies points but also signals your genuine engagement and interest in their perspective.

Paraphrasing is a strategy to convey that you've internalized and resonate with your counterpart’s interests. This method consolidates their position, affirming that you understand their emotional and logical standpoint.

• Jake: So you're saying that timely data updates are critical for your reporting needs?
• Victoria: Exactly, without that, our entire process gets delayed.
• Jake: It sounds like maintaining swift data flow is non-negotiable for your team’s success.
• Victoria: That's right, it really is crucial for us to stay on track.

In this dialogue, Jake listens and paraphrases Victoria's concerns about data updates. His approach elicits a "That's right," showing they've reached mutual understanding and alignment.

Throughout the upcoming role-play sessions, you'll apply these strategies, which aim not just for consensus but for cultivating trust and long-lasting partnerships.