As my last post suggested, the first clue you might want to negotiate instead of settling for a suboptimal outcome is dissatisfaction with the status quo. But what if that dissatisfaction is accompanied by absolute certainty that the other party will reject any alternative proposal? Surely you shouldn’t negotiate when you’re certain the other party will say no. Or should you?
You should at least consider it. Indeed, for reasons like the following five, negotiating in the face of a certain no is one of the least appreciated and most powerful ways to make life negotiable:
- You make a deposit in the no bank: Most people don’t like being disagreeable all the time—even stubborn people and your organization’s biggest bureaucrats. So every no they give you creates a liability in their psychological no bank—an increasingly acute sense that they should probably repay your persistence with a yes at some point. Put simply, the more no’s a particular person gives you, the higher the probability they’ll give you a yes the next time.
- You learn about the other side: In the process of saying no, some naysayers will grace you with a why not. That is, they’ll tell you why it’s so difficult to agree to this particular proposal. And the why not often contains some of the most critical information you’ll ever receive in an organization. Knowing that requests framed a particular way or lacking a particular individual’s blessing don’t succeed in this firm will surely make you savvier the next time.
- You might get a no on that but a yes on something else: In the process of saying no, other naysayers may grace you with a but. That is, they’ll say no to your main request but spontaneously offer to do something else that still solves your problem. And at the end of the day, who cares how they solve your problem!?! As long as they do, you’re golden.
- You communicate the importance of the issue: Negotiation is not just a process for attaining your goals. It’s a form of communication by which you inform the people around you what you really care about. Ask your superiors about a particular issue enough times and the good ones among them are likely to process your passion for the issue and find a way to work with you the next time it matters.
- You’re never actually certain. Sure, you might feel certain about an impending no. But humans being human beings, they often utterly surprise us—particularly by gracing us with an unexpected yes. Maybe they’re feeling unusually cheery today, trying to honor their New Year’s resolution to act agreeably, or hoping to lower the liabilities in their favor bank. Or maybe they just chickened out with the no on the tip of their tongue. Whatever the cause of their shocking amenability, you can be certain that you’re never as certain as you think.
But wait—am I encouraging you, via these points, to negotiate everything all the time? No, as my previous post makes clear, I’m not. All I’m saying in the current post is that the expectation of a no is not a sufficient reason to abandon the possibility of a negotiation. Sometimes a no is just a way-station on the long and winding road to yes.