Start with No
#2112 of 2,654 all-time
Start with No
Jim Camp
3 people recommended it in 3 threads, 2017–2019.
What people on Hacker News said
Maybe it didn't change my mind about "everything," but it did change my mind about everything related to negotiating. The premise is that "no," is not an answer to be feared and avoided - it's an answer to be sought out. Getting a "no" is a key part of understanding the other side's position.
Many of the techniques he teaches can be used in non-negotiation settings.
When you ask someone an interrogative-led question, you acknowledge their agency and challenge them to think. When you ask a leading question, more often than not, you're trying to manipulate the other person. Worse, you will get much less helpful answers.
Contradicts conventional wisdom about negotiation goals and tactics. Very actionable advice about using interrogative led questions and avoiding the pitfalls of making assumptions during negotiations.
Where it comes up
- Ask HN: What books changed the way you think about almost everything? 2019 · 1 recommendation
- Ask HN: Books you read in 2017? 2017 · 1 recommendation
- Ask HN: What books have made the biggest impact on your mental models? 2017 · 1 recommendation