# Get to "*that's right*" #permanentnote ## Source - [[book - The Trusted Advisor]] - [[book - The 7 habits of highly effective people]] - Seek first to understand, then to be understood - [[book - Never Split the difference]] - [[book - The art of possibility]] ## Keywords (topic and howto) - [[topic - negotiation and sales]] - [[topic - mentoring, advising and coaching]] - [[how to be a better advisor]] - [[how to have a long-term relationship]] - [[how to be a better negotiator]] ## Relevant notes - A good strategy to start is [[zt - ask a lot, shut up and listen]] - [[zt - everyone is smart]] so, everyone is worth listening to - [[zt - socratic questions]] can help understand ## Notes - You want to get to __this person understands me__ as this creates common ground and some trust has been setup. - The sentense you want want to get to is **that's right** not ~~you are right~~