Trigger the Two Words That Immediately Transform Any Negotiation: How to Gain the Permission to Persuade
Chapter summary from Never Split the Difference by Chris Voss.
“You’re right” can be a polite exit. It often means, “Fine—now let’s move on.” The words that matter more are “That’s right.”
“That’s right” shows up when the other person feels you’ve captured their world: what they want, what they fear, and why their position makes sense. You earn it by summarizing their story with care—labels, mirrors, and a recap—then letting silence invite correction or agreement. When they say “That’s right,” they’re not validating you. They’re hearing themselves, clearly, and relaxing.
This is permission to persuade. People hate being pushed, but they’ll move when they feel seen. Defensiveness drops, and options appear.
After “That’s right,” the next problem is shaping what feels fair without sparking a fight.
A 30-second summary — and that's the point. Read Stacks chapters are deliberately short. The full Never Split the Difference edition has the examples, the longer argument, and the moments worth re-reading. If this resonated, the Bookshop link below supports the author and an indie bookstore.
Never Split the Difference appears in 2 curated reading paths — each pairing it with 3 other books that sharpen the same idea: