Why Saying No Can Make People Trust You More

In this episode of Negotiate Anything, Kwame Christian discusses the importance and difficulty of saying "no" in negotiations and in life. He explores the psychological reasons behind our reluctance to say no, introduces three ineffective strategies people use to avoid it (the doormat, the ugly no, and the running person), and offers a solution: the "no sandwich." This technique involves framing the "no" between two "yeses"—first, affirming what you are saying yes to, then delivering the clear "no," and finally, reaffirming the relationship or offering a counter. Kwame emphasizes the importance of honesty and clarity when saying no, using examples from his legal practice and referencing Warren Buffett's philosophy. He also shares a personal story to illustrate how practicing saying no can lead to greater strength and effectiveness in future difficult conversations. The episode concludes with a challenge to listeners to embrace opportunities to say no in order to protect their interests and well-being.