Getting to Yes: Negotiating Agreement Without Giving In

Along the way, keep in mind these powerful lessons: ■Break the habit of attempting to get people to say “yes.” Being pushed for “yes” makes people defensive. Our love of hearing “yes” makes us blind to the defensiveness we ourselves feel when someone is pushing us to say it. ■“No” is not a failure. We have learned that “No” is the anti-“Yes” and th

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