The "Yes Set": A Method of Positive Influence
The "Yes Set," which stems from the work of Milton Erickson, relies on a series of simple "yes" responses to build trust and encourage acceptance of new suggestions.
The Benefits for Your Teams
By creating a positive dynamic, the “yes set” reduces resistance to change and strengthens the sense of belonging. It also promotes collective decision-making—which is perceived as the result of constructive dialogue—and improves collaboration.
How can I use it effectively?
By asking obvious and sincere questions, such as “Our workload has increased in recent months, hasn’t it?”, you set the stage for introducing your ideas. This method works if it remains authentic and well-meaning, without veering into manipulation. When used skillfully, the “yes set” becomes a powerful tool for transforming relationships and boosting team engagement.