By making your counterparts articulate implementation in their own words, you will convince them that the final solution is their idea. And that’s crucial.

People always make more effort to implement a solution when they think it’s theirs.

Two key questions you can ask to push your counterpart to think they are defining success their way:

• How will we know we’re on track?
  
• How will we address things if we find we’re off track?

When they answer, you summarize their answers until you get a “That’s right.” Then you’ll know that they’ve bought in.

–Never split the difference, p.169