Chapter 4: Beware Yes, Master No/ Chapter 5: That's Rightb

Question 1

Yes is often hiding other objections

Answer 1

Maybe is even worse. Good negotiators are happy to hear no

Question 2

Jim Camp

Answer 2

Author of Start with No. People will fight to the death for their right to say no

Question 3

Great negotiators seek no

Answer 3

Because they know it’s where the real discussion begins

Question 4

What about this doesn’t work for you? What would you need to make it work? It seems like there’s something here that bothers you

Answer 4

Questions to follow up no with

Question 5

3 kinds of yes

Answer 5

Counterfeit, confirmation and commitment

Question 6

People are driven by two primary urges

Answer 6

To feel safe, secure to also feel in control

Question 7

No makes people feel safe and in control

Answer 7

No is protection

Question 8

Ask “is now a bad time to talk?”

Answer 8

Start with no

Question 9

Human beings are innately jealous

Question 10

Do you want me to leave?

Answer 10

Solid get to no question

Question 11

Swing for that’s right

Answer 11

Summarize

Question 12

The moment you’ve convinced someone you truly understand their dreams and feelings

Answer 12

Real change becomes possible

Question 13

Humans have an innate urge for socially constructive behavior

Answer 13

Getting to that’s right keeping this in mind to make real change