In business negotiations, getting to “yes” is the goal. But there’s a more telling phrase that shows you’ve truly connected with the other side: “that’s right.”
This concept comes directly from the Psychology module in the Academy of Business Negotiations curriculum. It draws on the idea that people perceive value when their needs are met, and the clearest signal of that is when your counterpart confirms you’ve understood their situation accurately.
The Critical Distinction
“You’re right” often signals capitulation. The other person may simply want the conversation to end or the pressure to ease. It does not confirm agreement on the substance of the deal.
“That’s right,” however, means you’ve articulated their position, interests, or constraints so precisely that they recognize it as their own. They feel heard. From that point, meaningful movement becomes possible because both parties are working from the same map.
How to Get There
Reaching this point requires the psychology tools covered in the module: active listening, mirroring language, labeling emotions, and focused questions. It means summarizing what you’ve heard about their pressures – whether inventory concerns, margin targets, or internal approvals – and inviting confirmation.
For example: “It sounds like inventory certainty matters more than a lower unit cost right now because stockouts create bigger headaches downstream. Is that accurate?” When they respond “that’s right,” you’ve validated the real value driver.
Putting It Into Practice
Before pushing your own proposal, invest time confirming you’ve captured their reality. This small step prevents misaligned offers and builds the foundation for trades that actually solve problems for both sides.
The result is negotiations that feel less like battles and more like problem-solving sessions grounded in mutual understanding.
Practical takeaway: Reflect your counterpart’s position back to them and ask for confirmation before advancing your ask.
Want the framework behind this? Download the free 5 Laws of Negotiation ebook: 5laws.negotiationsacademy.com
