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Chris Voss: Interview with a Master Negotiator
Make It Happen Mondays - B2B Sales Talk with John Barrows
The Role of Yes in Negotiation
"I think there's a couple of things out there that have contributed to the problem," he says. "This whole nonsense about the yes momentum or momentum selling where, you know, yeses are micro agreements and you get a bunch of micro agreements on the other side." The idea that you're going to tie the other side down with a series of yes oriented questions is basically you trying to make your case in some fashion as if the other side doesn't know what you're doing.
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