The Power of 'Yes' and 'No' in Negotiation

This chapter explores the complexities of the word 'yes' in negotiation, revealing how its pursuit can lead to manipulation and feelings of coercion. It discusses the significance of smaller affirmative agreements, the psychological impact of 'no', and the phrase 'that's right' in building trust. Additionally, the chapter highlights the crucial role of tone of voice in communication and negotiation, providing insights from various high-stakes scenarios.