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To them—and to almost everyone—“No” means one thing: end of discussion.
But that’s not what it means.
“No” is not failure. Used strategically it’s an answer that opens the path forward. Getting to the point where you’re no longer horrified by the word “No” is a liberating moment that every negotiator needs to reach. Because if your biggest
fear is “No,” you can’t negotiate. You’re the hostage of “Yes.” You’re handcuffed. You’re done
Empathy is not about being nice or agreeing with the other side. It’s about the understanding them. Empathy helps us learn the position the enemy is in, why their actions make sence (to them), and what might move them.
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