Negotiation, Saying "No," and the Entrepreneurial Mindset

After a chance encounter with Chris Voss, author of Never Split the Difference and CEO of the Black Swan Group, I walked away with a valuable lesson around negotiation tactics.Voss suggested that the key to a negotiation is to get what you want with the other person saying "no." The reasoning is that it feels considerably safer to say "no" than to say "yes" and therefore you are more likely to close the deal or make the sale if you can get what you want while the other person feels they can say "no."