“Before you convince them to see what you’re trying to accomplish, you have to say the things to them that will get them to say, ‘That’s right.’”
These two words can create breakthroughs and allow the negotiation to proceed from deadlock, he explains. “When your adversaries say, ‘That’s right,’ they feel they have assessed what you’ve said and pronounced it as correct of their own free will. They embrace it.”
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