When youre negotiating with someone, youre probably trying to work your way towards a Yes.
However, getting a No can be just as helpful if youre asking the right questions.
They withhold the yes to get to maintain some leverage in the negotiation.
However, you’re free to build towards an agreeable conclusion with a targeted No.
You call somebody up on the phone and say, Have you got a few minutes to talk?
That will make anybody tighten up.
The opposite is to say, Is now a bad time to talk?
By coming at your negotiation from a different angle, you might change the shape of the discussion.
You might get a no, which you’re able to build on.
In other words, dont be afraid of a No.
Just use it as a guide on where to steer the conversation.
