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Most people resent change or at least the idea of change. That is why it can be tough to introduce new ideas, in most cases people will resist and oppose change. Let’s take president Nixon’s impeachment for example: When the idea was first introduced they surveyed the American public. 92% of the people did not like the idea because they were not familiar with it. After 3 months they did it again. This time it was 80% that said no. After a few more months they had 60% of the people support the impeachment.
There are a few reasons this phenomenon occurred. 1) People got familiar with it as time went on. 2) They had received additional information as time went on. The same phenomenon occurs in every negotiation. It is imperative to understand “no” is not a position, it is a reaction. People who react negatively to your proposal only need some time to get familiar with it and evaluate it in their heads. With sufficient time management and repeated efforts every “no” can be turned into a “maybe” and then an eventual “yes”.
When you want to introduce a new idea in a negotiation. You can slowly talk about it before the negotiation in chit-chat and also bring it up a few more times during the actual negotiation. Towards the end of the negotiation, people are generally flexible and open to creative solutions. Meaning, bringing up what you want towards the end will increase the chances of acceptance of the idea.
The other party will already be familiar with your request because you already brought it up a few times. If you were to do it suddenly you would have risked putting the negotiation in a deadlock. It takes some people to get used to the idea. Because you brought the idea up several times and it’s somewhat familiar now. It’s somehow acceptable.
Every “no” is a reaction, not a positionHerb Cohen
Book: You can negotiate anything by Herb Cohen (Purchase on Amazon)