{"id":6430,"date":"2020-02-16T23:56:13","date_gmt":"2020-02-16T23:56:13","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=6430"},"modified":"2020-02-16T23:56:13","modified_gmt":"2020-02-16T23:56:13","slug":"never-split-the-difference-beware-yes-master-no","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/never-split-the-difference-beware-yes-master-no\/","title":{"rendered":"Never Split the Difference &#8211; Beware &#8220;yes&#8221; &#8211; Master &#8220;no&#8221;"},"content":{"rendered":"\n<p>The 4<sup>th<\/sup>\u00a0chapter of\u00a0<em>Never Split the Difference<\/em>\u00a0is called \u201cBeware \u201cyes\u201d \u2013 Master \u201cno\u201d and is all about the difference between yes and no in a sale. In this chapter, Chris Voss references a very popular negotiation book called\u00a0<em>Getting to Yes<\/em>. In response to this book, Chris Voss recommends that negotiators instead try to get a \u201cno\u201d out of the other person early on in the negotiation. Why would he recommend that?<\/p>\n\n\n\n<p>Chris says that getting the other person to say \u201cno\u201d gives them a certain level of safety and respite that isn\u2019t found in \u201cyes.\u201d He feels that the \u201cno\u201d provides other party a sense of control, so instead of them feeling like they are entering your world, you are entering theirs. This is where you want to work, and lines up perfectly with what prof. Sweet said in class. Increase your power by reducing it.<\/p>\n\n\n\n<p>Because of this, Chris recommends getting to \u201cno\u201d fairly quickly. When starting a phone call, try saying \u201cis this a bad time?\u201d This phrasing will get them to say no compared to if you lead with \u201care you free?\u201d Chris also recommends using the power of no to get a response from a coworker who may be ignoring your emails. By saying \u201chave you given up on this project?\u201d the coworker will both say no and be put in a position where they have to take responsibility for the project. If this phrasing seems rude, just remember they have been rude by ignoring your emails. Your message may be direct, that doesn\u2019t mean its rude.&nbsp;<\/p>\n\n\n\n<p>Remember, \u201cyes\u201d is the final goal of negotiation, not the first. Pushing for yes is a common sales mistake that makes the customer suspicious. Famous examples of this are sale calls that start out with an obvious question. &#8220;Hi Mr. ________, do you like water?&#8221; This is just a cheap way to get a yes. Instead, you should aim for a no.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The 4th\u00a0chapter of\u00a0Never Split the Difference\u00a0is called \u201cBeware \u201cyes\u201d \u2013 Master \u201cno\u201d and is all about the difference between yes and no in a sale. In this chapter, Chris Voss references a very popular negotiation book called\u00a0Getting to Yes. In response to this book, Chris Voss recommends that negotiators instead try to get a \u201cno\u201d [&hellip;]<\/p>\n","protected":false},"author":347,"featured_media":6431,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-6430","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6430","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/347"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=6430"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6430\/revisions"}],"predecessor-version":[{"id":6432,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6430\/revisions\/6432"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media\/6431"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=6430"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=6430"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=6430"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}