“A Friendly Technique You Can Use at Home, Too!”

(I’ve tried it and it works :-)

Let’s imagine you’re in a meeting.  So far everything’s been going well, but then suddenly  – an obstacle. You can’t seem to be able to agree about a thing, which doesn’t even seem to be so important. You don’t have the time to take a break. What can you do to continue?

The “recipe” is really easy. Summarize. But – summarize together with your partner. Make a dialogue out of it instead of having a speech. When I say summarize, this means asking closed questions, where the answer from your business partner is inevitably a “YES”. Be a bit creative when you have to ask a question about an item, where there has been no agreement yet.

The purpose of this technique, which is called “Coining Yeses”,  is to put your partner into a positive state of mind and make him agree or confirm also the areas of disagreement so that you’ll be able to carry on with the meeting.

How does it work?

Read this dialogue: