𝗪𝗵𝗲𝗻 𝗮 “𝘆𝗲𝘀” 𝘁𝘂𝗿𝗻𝘀 𝗶𝗻𝘁𝗼 𝗮 “𝗻𝗼” 𝗮𝘀 𝘀𝗼𝗼𝗻 𝗮𝘀 𝘆𝗼𝘂 𝗱𝗶𝘀𝗰𝘂𝘀𝘀 𝗵𝗼𝘄

here’s the uncomfortable truth 👇

When a counterpart backs out after the agreement, it’s rarely about price, terms, or workload.

It’s about fear.

• Fear of commitment.

• Fear of loss of control.

• Fear of discovering that your “yes” and their “yes” were never the same thing.

In "The Science of Negotiation Secrets", one idea hits hard:

“Yes” is not validation — “Exactly” is.

A “yes” without alignment of needs, limits, and execution steps is nothing more than polite noise.

And here’s where most negotiators get it wrong:

They rush to celebrate the deal…

…before securing the emotional and operational foundations that make the deal survive.

In practice, when the other party backtracks at the “how” stage, it usually means:

🔹 You closed the deal, but not their need.

🔹 You framed the agreement, but not the implementation.

🔹 You assumed consensus, but triggered the false‑consensus bias.

What do the best negotiators do?

• 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻’𝘁 𝗽𝘂𝘀𝗵.

• 𝗧𝗵𝗲𝘆 𝗰𝗹𝗮𝗿𝗶𝗳𝘆.

They reopen the conversation with:

“When we move to the ‘how’, what changes for you?”

Because the real objections live in the transition from agreement to execution.

• They use empathic-reformulation to surface the hidden need.

• They slow down the pace to rebuild emotional security (your BASE©).

• They formalize the “how” with surgical clarity to remove ambiguity traps.

• And if needed, they adjourn — not to buy time, but to let emotions settle.

Here’s the paradox:

The moment the deal feels “done” is exactly when the real negotiation starts.

Some will disagree…

Curious who.

So tell me:

When the other side retreats after a “yes”, do you see it as resistance — or as a signal you missed a deeper need?

#Negotiation #Procurement #SupplierManagement #CommercialExcellence #Influence #CognitiveBias #NegotiationSecrets #StakeholderManagement