The “Yes” Trap

Many teams are trained to chase agreement as quickly as possible, interpreting “Yes” as the ultimate sign of success. But in practice, not all “Yes” responses are equal. A quick “Yes” might be counterfeit, offered as an escape route, or confirmation, with no real commitment behind it.

Strong negotiators understand the power of “No.” When a counterpart feels safe enough to reject an offer, they are often more open to sharing what really matters to them. This shift enables deeper dialogue and more sustainable agreements. CEOs should encourage their teams not to fear rejection, but to use it as a diagnostic tool to uncover true priorities.

If you’d like to help your teams avoid false “Yes” agreements and secure real commitments, please email Negotiation@meshadv.com or Contact Us.

Image Alexandr Ivanov / Pixabay