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Why Yes Rarely Signals Agreement



Most people naturally assume that the objective of any negotiation is

getting a yes from the person on the other side of the table. But does

a yes actually result in a successful negotiation?


Below are four common scenarios where yes may come up. Though I

don’t employ or condone these methods, many people use them to

get a yes. Unfortunately, they are rarely effective in creating lasting

agreements. Let’s explore them as well as their pitfalls:



1. Employing yes momentum selling: In this tactic, the “seller”

creates little yeses to get to the big one. For example, let’s say I