When breaking a wild stallion, the negotiation ends when the horse comes to trust and obey the rider. The horse’s behavior reflects acceptance of the terms of the relationship.
Yes, the desired statement in any negotiation, often does not need to be said.
Yes is a very powerful word. Unlike ‘No’ ‘Yes’ indicates a coming together of the parties. It can be doled out in small portions, agreeing on small issues. It can represent a pivotal change in the discussions. And it can establish the ultimate agreement, the culmination of the negotiation.
Like ‘No’ using the ‘Yes’ can be a powerful strategy. When conceding a secondary point, consider including a condition to garner a comparable concession from the other person. Even if the request is minor, it is a chance to get the other person comfortable with conceding something to you.
‘Yes’ is a chance to build on a relationship with another person. Make your concession or agreement personal in nature. You may be able to draw on this later when you need the other person to agree. Indicate that you are agreeing because of what he has done, who he is or what he represents. There is mileage to be gained from strategic agreements. Don’t waste them.
‘Yes’ can be used to either move thing along or get them back on track.
In Seven Secrets to WINNING Without Losing a Friend, I discuss the power of the word ‘Yes”.