We’re told to chase a “yes” in every conversation. But here’s the truth: “yes” is overrated. It can be polite, surface-level, or even forced. The real magic happens when someone says, “That’s right.” That’s when they feel truly understood. And understanding? That’s the foundation of trust and alignment.

Picture this: you’re in a salary negotiation. Instead of pushing for agreement, slow down and summarize their concerns: “It sounds like you’re managing tight budgets but also want to keep top talent. Is that right?”

Here’s the contrast: a “yes” keeps the conversation going. A “that’s right” changes the game. It tells you they feel heard, valued, and ready to work with you, not against you.

Think of it like this: “yes” is the door cracked open, but “that’s right” is an open invitation to step inside. It’s where real collaboration begins.

Here’s how to get there: don’t rush to convince. Take the time to listen and reflect. Summarize their position clearly. When they say, “That’s right,” you’ve unlocked the power of connection and paved the way for real solutions.

Takeaway: Stop chasing shallow agreement. Aim for deep understanding. Because “that’s right” isn’t just a phrase—it’s your key to meaningful progress.