Recruiters can get so focused on getting the tentative “yes,” that they don’t realize it’s a lie. That’s how you can get strung along by a candidate for weeks and months, a candidate who will likely never accept your offer. The answer to this isn’t obvious, but it is simple: Stop selling jobs. Rather than cajole and push the candidate into saying “yes,” focus on getting that candidate to want to say yes.
Never Split the Difference by Chris Voss
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