Do not be afraid of hearing "no." Recognize what boundaries exist and unearth the hidden barriers that will impede change unless you bring out into the open.
- When you're advocating for change within your organization. A lot of times people are going to be afraid of hearing the word, no, and that makes sense because rejection hurts. It hurts, in fact, it hurts to the point where in studies they've demonstrated that it registers almost like a physical pain to the point where if you take an analgesic, it actually diminishes the amount of pain you feel, which is crazy, but here's the thing, "no". Hearing the word "no" is an integral part of your negotiation strategy. We need to be willing to push the limits in order to get more of what we want, when we're advocating for change in our organizations. Let's say you're in an organization and you recognize that you need to do a number of assessments, in order to demonstrate what the true issue is within your company. And so you could either do a cultural assessment or a pay equity assessment. Now you might be tempted to say, well, they probably won't go for the full two assessments. So I'm just going to go with one of the two, no ask for two assessments, because then if you ask for two and they negotiate down, to one, then you get one. If you ask for one and they negotiate down, now you get zero and now we don't get any assessments. So don't be afraid of pushing the issue, ask for as much as you can reasonably justify and it puts you in a much better position to be successful, when you're advocating for change within your organization.