A nice talk with the author of "The Power of Positive No" by William L. Ury, one of the co-authors of "Getting to Yes".
"Getting to Yes" changed my outlook on negotiation and bargaining. Before this book, I tried to get the most that I could on every transaction. I especially practiced a lot in garage sales. I often got the item for half price. I was just doing the negotiation that I saw when I was a child in Mexico. And I must admit, it was a incredible how no one really negotiated back.
However, this is a destructive long-term path. And "Getting to Yes" allowed me to see that. Hard bargaining doesn't really matter in garage sales, but trying to do the same with the people that we live every day would kill every relationship that we have.
Just a few days I read his book, "Getting Pass No." A lovely reading, which again has helped me a lot in my understanding on how to reach to other people.
The radio interview that I am linking below has Ury talking about his new book, "The Power of Positive No." The basic concept is that when we are saying "No," what we are really saying is "Yes" to another unspoken value. So, if one says "no" to injustice, we are really saying "yes" to justice.
And he stresses that being able to say no in a strong, firm, and non-aggressive way is a necessary part of negotiations.
But it is better if you listen to the interview yourself.
Saying No, radio segment.
Click on the, "The Importance of Saying No: Negotiating 101." Once you get to that site.