Start with No: The Negotiating Tools that the Pros Don't Want You to Know

by Jim Camp

“Tammy, my name is Bill Jones and I need your help. What are the criteria I must meet to have an audience with the president? Tammy, who would have the ear of the president on matters of supercomputers capable of putting billions of dollars into the Treasury without any additional taxes?” “Well, I recommend you speak with the chairman of the House Ways and Means Committee, Mr. Smith.” “Tammy, do you know his most competent assistant I might talk to?” “Why yes, she’s a classmate of mine, Betty. Would you like me to transfer you to her number?” “I’d appreciate that. Would you be so kind as to tell her why I am calling? It’s very difficult to call out of the blue, as you know.” “Yes, I’ll be glad to do that. Let’s see if we can reach her.” A fantasy, yes, but this approach will get you somewhere. Don’t just get around the blocker, but also get a useful introduction from the blocker. This is much easier to do when you understand what the blocker is really doing, which is trying to feel okay.