It boils down to discipline

Is a ‘NO’ the end of a negotiation?

Many will think so, and walk away. A good negotiator sees it as just the beginning.

There are many obvious reasons when you get a ‘NO’ to your proposals:

1. They do not address the need
2. There is simply no incentive for the other party to say ‘Yes’
3. They are not empowered to say ‘Yes’
4. It’s a strategy to see if you will concede more

You’ll first need to determine where the ‘NO’ is coming from, and then deal with the people, processes, or change required. This insight, along with discipline and commitment, are key to managing the conversation and steering it towards that ‘YES’!

Remember – the next time someone says ‘NO’, smile and ask why. Build from there and you’ll be rewarded.

Have you successfully turned a ‘NO’ to a ‘YES’ in a negotiation? Share your experiences in the comments!