Concept
Rule of Three (in negotiation)
The rule of three, in Chris Voss's negotiation method, is getting the other side to confirm the same agreement three different ways in one conversation, which exposes a counterfeit 'yes' and makes the commitment more likely to hold.
In Never Split the Difference, Voss warns that deals often fail after the table, because a 'yes' is an intention rather than an outcome. The rule of three tests it. First, the other side commits to the agreement. Second, you summarise or label the situation so that they answer 'that's right'. Third, you ask a calibrated 'how' or 'what' question about implementation, such as 'What will we do if we get off track?' Agreeing once is easy; answering consistently three different ways is hard to fake. It is a different idea from the public-speaking rule of three, which is about grouping points so an audience remembers them.
A real-life example
A purchasing manager in Gaziantep agrees a new delivery schedule with a supplier. She summarises the terms and hears 'that's right', then asks 'How will your production plan change for this date?' The supplier hesitates and admits the plant manager hasn't been consulted. She arranges that call the same day, and the schedule holds when other orders slip.
How to use it
- 1After someone agrees, summarise the agreement and wait for 'that's right'.
- 2Then ask one 'how' or 'what' question about carrying it out.
- 3If the three answers don't line up, treat the deal as not yet agreed.