Yes, the ultimate statement in any negotiation, does not need to be said. When breaking a wild stallion, the negotiation ends when the horse comes to trust and obey the rider. The horse's behavior reflect acceptance of the terms of the relationship.

Yes is a very powerful word in dispute resolution. Unlike No the word Yes connotes 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, or it can establish the ultimate agreement.

Like No using the word 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 is the request is minor, it is a chance to get the other person comfortable with conceding something to you.

One may also use Yes as a chance to build on a relationship with another person. Make your concession or agreement personal in nature. 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.


Explore the Dictionary

A | B | C | D | E | F | G | H | I | J | K | L | M
N | O | P | Q | R | S | T | U | V | W | X | Y | Z