Blog: The Negotiation Edge

3 Ways To Make “No” Work For You

Is “Yes” really always “yes”?

“No” is protection. “Yes” is commitment. “No” instantly makes people feel safe while “Yes” makes them worry about what they’ve committed themselves to. Nearly every “Yes” at best is a conditional “yes” and often is a counterfeit “yes”.

What Are We Seeing? - Part 2

Which elements need to be assessed as the event unfolds? It starts with determining which type of event we are asked to manage. The degree to which the person on the other side has prepared for the event speaks volumes about his intent and determination and gives a pretty good indication of the challenges we will face as we move toward resolution.