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Start With No:
It’s hard enough for many negotiators to say ‘no’ to adversaries they’ve just met. How much harder is it to say ‘no’ to friends?
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62 |
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Start With No:
For businesspeople and negotiators in any field, much more important than friendship are effectiveness and respect.
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62 |
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Start With No:
…most of us humans want to be liked, don’t want to hurt feelings, don’t want to be blunt or surly or arrogant. It’s also true that we don’t want to be on the receiving end of such behavior. But this does not mean that we want to be everybody’s good friend.
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62 |
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Start With No:
Making decisions based on a sense that the adversary seeks your friendship is misguided. They would much prefer your effectiveness.
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63 |
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Start With No:
If agreements result from effective decision making, the odds are very good that there will be a long-term business relationship, regardless of whether you play golf with your adversary.
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63 |
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Start With No:
…being right is very important to most of us. It is a powerful need, and like all needs, it must be overcome.
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65 |
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Start With No:
…we live in fear of that wrong decision, and that fear binds us. Unnecessary fear of a bad decision is a major stumbling block to good decisions.
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65 |
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Start With No:
When – not if, but when – you make a bad decision, you simply follow it with a better one. Understanding this simple lesson will liberate you as a negotiator.
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65 |
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Start With No:
Take responsibility for a bad decision, learn from it, embrace the failure, and soldier on without fear because you are only one decision away from getting back on track.
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65 |
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Start With No:
Embrace ‘no’ at every opportunity in a negotiation. Don’t fear the word, invite it. You do not take it as a personal rejection because you are not needy.
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67 |
