Updated: May 18, 2018
How to Use It to Your Advantage:
No. These two little letters carry a lot of clout. “No (teenage son), you
can’t have the keys to the car, tonight.” “No (employee), you aren’t
getting the promotion.” For a word with such a negative connotation,
it represents an alluring attribute: a sense of control for the person
Who likes to be told no? Not the three-year-old with his hand in the
cookie jar, the 13-year-old who wants to stay up late or the 30-year-
old asking the boss for a raise. For the person exercising their right to
say no, it means, “you can’t make me do anything I don’t want to do”.
It’s a visceral reaction. For as many people who avoid hearing it,
there are just as many who use it to control.
It seems counterintuitive. But getting a no upfront is actually the most
effective way to negotiate. It’s critical to the discovery process.