Saying no is the most assertive thing you can do in a negotiation, meaning you should only do it when absolutely necessary.
We encourage clients to embrace the concept of the “Phases of No,” in which we let no out a little bit at a time. This method enables us to let the counterpart hear and feel no without actually saying the word.
Now and again, however, you do need to say the word no. But you should only do that when you have dumped a heavy load of Tactical Empathy™ on the front end. That’s because Tactical Empathy encourages reciprocity. We go heavy on the front end because we want our counterpart to reciprocate when we ultimately make our ask.
When used correctly, the Phases of No does two things:
- It allows us to use that reciprocated Tactical Empathy.
- It encourages our counterparts to begin bargaining with themselves.
In other words, the Phases of No engages both sides of your counterpart’s brain, allowing them to get a better feel for you.
Keep reading to learn more about the Phases of No and how to say no most effectively:Read More >