“NO” is anything but a no-no – Tip 38
Never underestimate the power of "NO". It can be a fantastic tool that raises the level of argument; generates more facts; provides greater perspective; and, ultimately, leads to a better understanding of the issue at hand. In a nutshell, it's an invitation to "tell me more…and get better at it" says Mario Pretorius in his latest tip
'No' is not a show-stopper; it is a request for better, more relevant and valuable persuasion. It is a commonly held belief, learned from childhood, that a firm tone of voice is the end of the conversation.
Oh no. You failed in THAT argument. Obviously your protagonist, your customer, or the gentle person on the other side of the cocktail, is unconvinced.
This is the time to raise the level of the argument. More facts; a better angle; all towards a better understanding.
'No' can be a fantastic tool. It can get to the real reasons why that request has landed on the table. Use it as 'tell me more and get better at it'. See that monosyllabic directed at you as asking the same question.
If you are convinced of your argument, the confidence and sincerity will win the day. Raising the level of the argument is just a prolonged sifting time. If you give up early – you didn't really want it. Keep at it in conviction and raise the stakes every round.
Expect your hand-wringers needing exceptions, changes and favours: make them raise the argument to a place where they too are convinced that they either make sense or that it is an unsound idea. Don't just stonewall it from your perspective. Let them learn.
This tip is an extract from the manuscript of "The Unconventional CEO: Common sense outside of conventional Management thinking" (by Mario Pretorius).