Reframing A "No"

No one likes to be told "No", especially in business.

"No", however, is the start of the negotiation, not the end of it. We've been conditioned to fear the word "No."

But it is a statement of perception far more often than of fact. It seldom means, "I have considered all the facts and made a rational choice." Instead, "No" is often a temporary decision to maintain the status quo.

Change is scary, and "No" provides a little protection from that scariness.

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