Management Tip of the Day: 3 Steps to Get No for an Answer

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   AUTHORS   |   STORE RSS   |   Mobile AUGUST 20, 2010 3 Steps to Get No for an Answer When making a pitch, no one wants to hear no. In the absence of a yes, you may think that maybe is preferable. But when maybe is a long prelude to no, it can be a waste of time and resources. It's better to hear no sooner rather than later. Here are three steps to driving a decision: Be clear about your request. People often say maybe because they are confused about what you're asking of them. Set a deadline. When meeting a prospective investor, buyer, or customer, explain when you need a decision. A deadline can yield a quicker yes or no. Know when silence means no. People hate to say no as much as you hate to hear it. When you sense that your audience is going to say no, but hasn't built up the courage to express it, provide an out. Something as simple as, "I assume it's a pass for now?" can help the other party be definitive about its decision. Today's Management Tip was adapted from "How to Get to No" by Anthony Tjan. Read the full post and join the discussion » Share Today's Tip: RELATED PRODUCT Buy-In: Saving Your Good Idea from Getting Shot Down NEW! Harvard Business Review Press Book You believe in a good idea. You know it could make a crucial difference for you and your organization. You present it, hoping for enthusiastic support. Instead, you get confounding questions, inane comments, and verbal bullets. Before you know what's hit you, your idea is dead. It doesn't have to be this way. ADVERTISEMENT Follow the Tip: PREVIOUS TIPS Stop Bringing Down Your Team Get to Know Your Boss's Boss 3 Tips for Asking for a Raise 3 Steps to Take Before You Ask for a Raise Know When Multitasking Works Beat the Postrecession Blues 2 Ways to Get Your Team Engaged 3 Steps to Stop a Team Fight Know the Value of a Pat on the Back Forget Management Breakthroughs — Keep It Simple BEST SELLERS Guide to Persuasive Presentations HBR's 10 Must Reads: The Essentials Financial Intelligence Collection HBR's 10 Must Reads on Managing Yourself Guide to Better Business Writing Job Seekers, Take Note Whether you've been laid off or are considering a job change, HBR's Guide to Getting a Job will help ensure that your next move is the right one. Only $19.95. Buy now » UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Management Tip of the Day" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2010 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)