When It Sounds Too Good: Why Clarifying Communication Is Critical in Negotiation

In any negotiation, clarity is currency. One of the most overlooked yet critical elements of successful negotiation is ensuring that both parties are aligned in their understanding—especially when the offer sounds favorable.

The Problem: Assumptions Masquerading as Agreements

Verbal communication dominates the negotiation process. However, what’s said and what’s understood are often two different things. Each side filters the other’s words through their own assumptions, priorities, and expectations. This filtering can create dangerous blind spots, especially in fast-moving negotiations where eagerness to close the deal can override due diligence.

How often have you heard statements like:

• “We’re ready to place a big order.”

• “We stand behind everything we sell.”

• “Don’t worry, I’ll make it worth your while.”

These sound promising—but without specifics, they’re open to wide interpretation. What constitutes a “big order”? What does “stand behind” truly mean in practice? And what exactly makes the deal “worth your while”?

The Solution: Ask Before You Assume

The best way to avoid costly misunderstandings is to ask clarifying questions the moment anything sounds vague, optimistic, or overly generous. Don’t let momentum or enthusiasm rush you past these moments of uncertainty. Instead, treat them as red flags inviting a deeper dive.

In practice, this could mean saying:

• “Can you define what you mean by a ‘big order’ in terms of units or dollar volume?”

• “How specifically do you handle returns or service issues under your ‘stand behind everything’ policy?”

• “What would ‘worth my while’ look like in numbers or terms?”

Asking for specifics isn’t a sign of distrust—it’s a sign of professionalism.

Why It Matters: The Cost of Misunderstanding

Among all the post-negotiation regrets professionals report, the most common by far is misunderstanding what was promised versus what was delivered. The remedy is simple but powerful: clarify early, confirm often.

Whenever you hear something that sounds like “good news” during a negotiation, pause. Mentally count to three.

Then ask yourself: “Is there any chance I’m interpreting this differently than they intend?” If the answer is yes—or even maybe—request additional detail under the premise of wanting to “fully understand before moving forward.”

That moment of clarification could be the most valuable part of the entire negotiation.

Final Thought

There’s never a wrong time to ask the right question. Keep the conversation open. Keep the clarity flowing. And most importantly, keep negotiating.

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Whether you're preparing for a major purchase, a property negotiation, or a business deal, clarity is your greatest asset. With over 45 years of experience navigating complex negotiations, I offer clients the insight and strategy needed to avoid costly missteps—and walk away with confidence.

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