Negotiation as a Martial Art by Cash Nickerson

Author:Cash Nickerson
Language: eng
Format: epub
Publisher: Made For Success Publishing
Published: 2021-08-31T11:05:58+00:00

Chapter 9

Listening

“I do not like green eggs and ham. I do not like them, Sam-I-Am.”

—Dr. Seuss, Green Eggs and Ham

Learning to Pivot from “No!”

What is the first word you remember? It might be “no.” The word “no” is often etched deeply in our psyches as something to fear. The source of fear arises from the classical conditioning that accompanies the spoken word, “no.” When we are young, “no” can accompany a slap, a spanking, a nasty expression from a parent or teacher, or a strong negative tone. The word “no” can also bring back memories of being deprived of a desired object.

The word can take us back to our past, impact our present, and even affect our future. “No” is a powerful word. It’s a word worthy of some reflection, especially if you have any involvement in sales or negotiation. Never forget the power of “no.”

The role of “no” in your psyche as it impacts personal and professional life bears examination. Here are some questions to begin this self-study:

How can you learn not to fear the word “no”?

How can you learn not to ignore it?

How can you listen past the negative of “no”?

How can you start a dialogue and ask about its meanings?

How can you learn to understand the real reason behind a “no”?

How can you, through that understanding, achieve your goals?

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