Easy Negotiation Techniques

Getting to No

There are some very decent negotiation books on the market. “Getting to Yes” is a stalwart, and “Getting Past No” is a sequel. But sometimes, with people that are especially dour, negative and taciturn, it pays to “Get to No,” as a shortcut to negotiating your way to an ultimate yes.

For example, I just left a phone conversation with a fellow that works for an investment firm. I was negotiating with him for information, specifically to learn from him the best way to get in touch with the president of his company.

Because his first instinct is to say no, to deny me access to the head honcho, I realize it would be nearly impossible to get him to say yes in this circumstance.

He doesn’t know me, and there’s no upside for him, unless I manufacture one.

Which is what I did, on the spot. Here’s how I got the information I needed.

“I have a personal question for you, Dave.” I began.

“If I could show you how to make a lot more money, at absolutely no cost to you, you wouldn’t turn that down, would you?”

“No.”

“That’s what I’m going to talk to the president about. What’s the best way to get his attention?”

“Oh, okay, I suggest you email him.”

And then he promptly surrendered the otherwise confidential email address of the person who can retain me and cut a check for my consulting services.

You’ve heard of “Yes-Men” and women, right? When you’re selling and negotiating for cooperation you’ll find a lot more “No Folks.”

Don’t try to get them to jump, whistle, and volunteer information all at the same time.

They’re not practiced in it, or remotely inclined to help you.

Go with the flow, or in this case with the blockage. Engineer your conversations so counterparts can comfortably, reflexively say no, no, and no as many times as it takes to get exactly what you want.