At its very best, yes is only an aspiration, a hope. But hope is not a strategy, and aspiration is not agreement. Here’s why.
When Never Split the Difference was first published, The Black Swan Group used to say, “Yes is nothing without how.” Since then, we’ve updated our approach. Now, we teach that yes is nothing, and how is everything.
We also taught that yes is the last thing you want to hear. That was never meant to be interpreted that it was the final utterance that would seal the deal. It was always meant in the context of, “What’s the last thing you want to hear from your teenage daughter?” Probably “I’m pregnant.” Or, “What’s the last thing you want to hear from your accountant?” Probably “You’re bankrupt.”
Does that mean you eventually hope to hear those things?Read More >