"Getting to that’s right" means you have summarized their worldview so accurately that they feel fully understood. When they hear your summary and say, "That’s right," they have psychologically bought into the solution. It is no longer your idea; it is theirs .
He distinguishes between "You're right" (a dismissal to get rid of you) and "That’s right" (an epiphany). MasterClass - Chris Voss - The Art of Negotiati...
In a world that tells us to "be reasonable" and "meet in the middle," former FBI hostage negotiator Chris Voss throws a tactical grenade. His premise is simple yet revolutionary: Nice guys don’t finish last. Rational guys do. "Getting to that’s right" means you have summarized
9.5/10 Best For: Salespeople, parents of teenagers, managers, and anyone who has ever felt steamrolled in a conversation. Want the full breakdown of the 13 video lessons, including the "Black Swan" method for discovering unknown unknowns? The MasterClass platform offers a free trial, but the real asset is Voss’s companion book, "Never Split the Difference," which serves as the perfect text companion to the video series. He distinguishes between "You're right" (a dismissal to
And in the end, as Voss says: "The most valuable person in a negotiation is the one who listens."