Creating unconditional positive regard opens the door to changing thoughts and behaviors. Humans have an innate urge toward socially constructive behavior. The more a person feels understood, and positively affirmed in that understanding, the more likely that urge for constructive behavior will take hold. Thats right is better than yes. Strive for it. Reaching thats right in a negotiation creates breakthroughs. Use a summary to trigger a thats right. The building blocks of a good summary are a label combined with paraphrasing. Identify, rearticulate, and emotionally affirm the world according to . . .

Never Split the Difference by Chris Voss