"That's right"

Engineer the moment where the counterpart says "that's right" — the verbal signal that they feel fully understood.

Chris VossNever Split the DifferencehardTactical Empathy

"You''re right" is a polite dismissal. "That''s right" is something different: it''s the counterpart confirming that you have accurately summarised their position, their constraints, and their feelings — including parts they hadn''t articulated themselves. It produces a brief but powerful shift; once someone has said "that''s right" they are far more likely to move with you, because you''ve demonstrated the negotiation is being conducted in good faith. The way you get there is a careful, two-or-three-sentence summary that goes slightly beyond what they''ve said, naming the unstated feeling underneath.

Example

Counterpart

"We''ve been burned before by vendors who didn''t understand our compliance regime."

You

"So you''re not really worried about price — you''re worried about being the person who signs the contract that fails the next audit, and whether we''ll actually be there at 2 a.m. when something breaks."

Counterpart

"That''s right. That''s exactly right."

When to use

Use it as a checkpoint after a long monologue from the counterpart, before any major proposal, and whenever you sense the conversation has been talking past each other.

When NOT to use

Don''t fish for it manipulatively — counterparts can tell. Don''t use the literal phrase yourself as a tic; the goal is to elicit it from them.

How to counter this

Notice the summary, acknowledge it, then immediately re-anchor on your number: "You''ve summarised that well — and it''s exactly why our price is what it is."

Related dimensions

Rapport Value Articulation Closing

Practice drill

After your next 5-minute conversation with anyone, summarise their position back to them in 2-3 sentences naming their unstated feeling. Note whether they say "that's right".

Practise this technique

When to use, when NOT to use, how to counter, and a practice drill — free forever.

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