Stop trying to get people to say yes

Is there any reason we shouldn’t…

Take on this project?

Hire this person?

Sign the contract?

Go for it?

I learned this one from Chris Voss, an FBI negotiator. He says people feel safe and secure when they say no, which means they’re more likely to be able to make a decision.

His example: “Is it a ridiculous idea for you to get 3 tickets now? Are you against paying for them before the business day starts in New York tomorrow?”

Whenever you’re trying to get someone to say yes, flip your question to a no.