Chapter
Beware the Yes Momentum
33:31 - 38:28 (04:57)
The more you try to get people to say yes, the more suspicious they will become. Instead, ask for implementation-based agreement to ensure they have fully thought through their response.
Clips
The first issue with genuine people is not implementing their ideas, and the second issue is the manipulation tactic of "yes momentum," which involves getting people to say yes to micro agreements to eventually say yes to a big one.
33:31 - 34:53 (01:22)
Summary
The first issue with genuine people is not implementing their ideas, and the second issue is the manipulation tactic of "yes momentum," which involves getting people to say yes to micro agreements to eventually say yes to a big one. This approach can be seen in sales tactics and often leads to disappointment.
ChapterBeware the Yes Momentum
Episode#237 - Chris Voss - How To Negotiate Like An FBI Agent
PodcastModern Wisdom
Being too agreeable and saying ‘yes’ to everything can lead to problems down the road.
34:53 - 37:21 (02:27)
Summary
Being too agreeable and saying ‘yes’ to everything can lead to problems down the road. It’s important to be suspicious of those trying to get you to agree and base agreements on implementation instead.
ChapterBeware the Yes Momentum
Episode#237 - Chris Voss - How To Negotiate Like An FBI Agent
PodcastModern Wisdom
Just because someone agrees to a deal, it doesn't mean they're happy about it.
37:21 - 38:28 (01:06)
Summary
Just because someone agrees to a deal, it doesn't mean they're happy about it. If they get a chance to get revenge, they might take it, and they'll try to get way past even.