Asking for a “no.”
Saying “no” makes the speaker feel safe, secure, and in control. So trigger a “no” response. By saying what they don’t want, your counterpart defines their space and gains confidence and comfort by listening to you. “No” is not a failure. Learn how to hear someone’s “no” or negative statement calmly. It is not the end of the negotiations, but the beginning.
What to do?
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