The Negotiator’s Playbook: The Yes Person

This Skill Bit highlights the strategic value of identifying the “yes person” in negotiations while maintaining integrity. Success comes through ethical practices, active listening, and building rapport, all aimed at a mutually beneficial outcome. Key steps include analyzing responses, observing non-verbal cues, and evaluating power dynamics. However, negotiations must respect all parties’ interests, avoid bias, and focus on balanced outcomes. Ethical conduct is essential for creating lasting agreements and fostering trust throughout the process.

Duration approx. 4 Min.

Tier: proficiency

A part of The Negotiator’s Playbook: Concessions, Strategy, and Success course.