How to say no in negotiation . . .

. . . but still save the deal and the relationship

A quick word first

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My friend and colleague, Bill Ury, is co-author of the classic negotiation text, Getting to Yes , along with my friends Bruce Patton and the late Roger Fisher.

Yes is a word that comes naturally to Bill. He is warm-hearted and optimistic. Even in heated conflicts, he sees potential for peace. But Bill also recognizes that there are times we must say No to unreasonable demands or bad behavior.

Even in those situations, though, Bill knows how to flip a No into a Yes. That’s the theme of his book, The  Power of a Positive No: Save The Deal, Save The Relationship, and Still Say No. Here’s a five-minute description of his recipe.