In the world of negotiation, the word “YES” doesn’t always mean the same thing
In time we observe and learn to distinguish…
The confirmation YES
The commitment YES
The counterfeit YES
1. The Confirmation YES: This is simply a sign of being respectful and making sure you and your counterpart are on firm ground. “Does this make sense?” Every yes-oriented question is a trap. Do not fall into it.
Try instead “Is this a bad idea?” or “Is this out of line?”
2. The Commitment YES: The thinking here is that saying no would be inconsistent with what the other side has already said. This worn-out strategy is often referred to as momentum selling. People are yes-constricted, all day long.
Would you like to save money on your car insurance? Even something as simple as “Do you have a few minutes to talk?” triggers a bad reaction from your opponent; this normally responds with a joyful yes! Truth be told, everyone acts guardedly to yes-seeking questions. See how “Is now a bad time to talk?” works.
3. The Counterfeit Yes: Do not be the hostage of YES. Have you ever been given a yes only to later find out it was a no? You’ve been stung by the counterfeit yes.
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You Will Hear 3 Types of YES During a Negotiation

We have a lot of local experience with this and can help you get out of that corner
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