By Kevin J Ryan.

Good negotiators are always focussing on how to get the other side to say "yes". This has proven to be an effective approach because it takes the focus away from "what I want" to "what do they need for me to get them to agree?" It means that most of your effort is spent trying to avoid having them say "no".

Great negotiators, however, move beyond this. Rather than trying to avoid "no", they work with it to take the process forward.

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