Asking for a “no.”
from Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss, Tahl Raz
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.
How to Apply This
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Intentionally mislabel one of your counterpart’s emotions or desires, or ask a ridiculous question that can only be answered negatively or with a “no.”
For example, “It seems like you want this project to fail.” -
After you have mislabeled your counterpart’s emotions or feelings, or you’ve asked a “no” question, be quiet and listen to their response.
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