In the Psychology module of the Academy of Business Negotiations, the goal is not simply to hear “yes.” A quick agreement can come from pressure or politeness and often falls apart later in execution. The real signal that you have connected with your counterpart is when they say “that’s right.”
This phrase means they recognize that you have accurately captured their position, their pressures, and what they actually need. It comes from the work of Chris Voss and shows up throughout the course as a key milestone in effective negotiations.
The difference between “you’re right” and “that’s right”
“You’re right” usually signals surrender. The other person wants the conversation to end and is willing to concede to make it stop. It does not mean they agree with your view or that the issue is resolved.
“That’s right” is different. It means you have reflected their reality back to them in a way that feels accurate. They feel seen and heard. This confirmation lowers psychological barriers and creates space for real progress on the deal.
How to get there
Reach this point through active listening, mirroring, and labeling. Summarize what you have heard and test your understanding directly. For example: “It sounds like inventory certainty is more important to you than shaving a few points off the price right now. Is that right?”
When they reply with “that’s right,” you know you have identified the actual need. Now you can build your offer around solving that problem instead of the surface demand they first stated.
The process requires patience. You may need to ask clarifying questions and restate their situation several times before the confirmation lands.
Why it changes the outcome
Deals closed after “that’s right” tend to be more durable. Both sides have clarity on the real issues, so the terms address what actually matters. Without this step, you risk agreeing to something that looks good on paper but fails to deliver value for either party.
Practical takeaway: Reflect their situation back until you hear “that’s right” before moving to specific terms or concessions.
Want the framework behind this? Download the free 5 Laws of Negotiation ebook: 5laws.negotiationsacademy.com
