The Power of “That’s Right” in Job Interviews and Networking
Inspired by Never Split the Difference by Chris Voss
Part 6 of 10 | Published by Open to Work Now
There’s a subtle but powerful moment in any meaningful conversation—when the other person leans back, nods slowly, and says:
“That’s right.”
This simple phrase carries weight.
It’s not just agreement. It’s alignment. It means you’ve made the other person feel seen, heard, and understood - not just in what they said, but in what they meant.
In Never Split the Difference, Chris Voss calls “that’s right” the breakthrough moment: the point where you shift from two people on opposite sides of the table into potential collaborators. It’s the signal that trust has been earned.
For job seekers, especially those navigating unemployment or a tough transition, creating this kind of trust is a game-changer.
Why “That’s Right” Matters More Than “You’re Right”
Most of us are conditioned to think that hearing “You’re right” is a win. But as Voss points out, it often signals disengagement. Think about the last time someone said “You’re right” just to end an argument or move the conversation along.
“You’re right” = polite shutdown
“That’s right” = emotional agreement
In a job interview or networking meeting, getting to “that’s right” tells you the other person isn’t just hearing you; they’re buying in.
How to Get to “That’s Right”: Three Strategies
1. Summarize Their Pain Points; Better Than They Can
People are impressed when you can articulate their challenges with clarity and empathy. In interviews, don’t just respond to questions. Reflect the why behind them.
Example:
“It sounds like this role was created because there’s been rapid growth, and the current systems haven’t caught up, so you need someone who can create structure without slowing down momentum.”
If the hiring manager says “That’s right,” you just hit gold.
You’ve shown you get it. And now they can picture you solving it.
2. Use Tactical Empathy in Networking
Let’s say you’re speaking with someone in your target industry who’s feeling burned out.
You might say:
“It seems like people in your field are carrying a lot right now; downsizing, hiring freezes, shifting leadership priorities. I imagine it’s exhausting to be expected to hold it all together.”
That level of recognition can lead to real conversations. The kind that go beyond small talk and into the kind of emotional space where opportunities are created.
They say, “That’s right,” and suddenly you’re no longer just a stranger; you’re someone who gets it.
3. Use “That’s Right” to Guide the Conversation
When you hear someone say “That’s right,” don’t move on too quickly. Let that moment settle. Then say:
“Great, would it be helpful if I shared a similar experience or how I’ve approached that kind of challenge?”
You’re no longer answering questions. You’re solving problems.
That’s the mindset shift that moves you from candidate to partner.
A Real-World Example
Let’s say you’re in a final interview with a Director who shares their biggest challenge: siloed communication across departments.
You respond with:
“It sounds like what’s missing is someone who can float between teams, translate different work styles, and keep priorities aligned without creating more meetings or red tape. That’s what this role is really about, right?”
And they say:
“That’s right.”
You’ve just positioned yourself as the answer to their problem.
That phrase? That’s the turning point.
How This Applies to Rejections Too
If you’ve been turned down for a role but still want to leave a strong impression, you can use a “that’s right” moment in a follow-up.
“It sounds like there were a lot of strong candidates, and the decision came down to who best fit the team’s immediate needs. I completely understand. If there’s any feedback you’re able to share, I’d really value the insight.”
You’re not pleading; you’re demonstrating emotional maturity.
You’re still building rapport, even in disappointment.
Why This Matters for You
At Open to Work Now, we believe in connection over performance.
Job seekers are often told to sell themselves; but what actually gets you hired is the ability to understand and reflect what matters to others.
“That’s right” is your sign that you’ve done exactly that.
You’re not chasing approval. You’re earning trust.
You’re not answering questions. You’re speaking their language.
You’re not hoping to be chosen. You’re proving you belong.
You can purchase Never Split the Difference by Chris Voss through our Amazon Storefront.
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Coming Up Next:
Why You Should Never Accept the First Offer; Even If You’re Struggling
Part 7 of this series will show you how to push back with confidence, even when you feel pressure to accept fast.
