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Acknowledging The Other's Point Of View 

20 of 24 

The Goal: A Positive Outcome 

Yes Is A Value Statement 

09 of 24 

That Is Not Okay, That Is Not Appropriate 

The State Officials Were, Nevertheless 

01.06-Getting Past No 

01.01-Getting Past No 

Ask Clarifying Questions 

14 of 24 

Stage 2: Deliver 

Marrying Yes And No 

End On A Positive Note 

Bob Took A Deep Breath 

Listen Attentively 

12 of 24 

Accomodation Can Also Hurt Our Organizations 

Appeal To Shared Interests 

Chapter 6: Propose A Yes 

Consider A Business Situation 

During Some Work I Once Did With A Major US 

Control Your Own Reaction And Change The Game 

Making A Positive Proposal Has Another Great Merit 

But No Has Uses That Go Far Beyond Protection 

The Purpose Of Yes 

10 of 24 

Stage 1: Prepare 

Let Them Know You Value Them 

Let Your No Flow 

Listen To Understand, Not To Refute 

When My Turn Came To Respond 

Chapter 5: Assert Your No 

In Sequali's Words Again 

Make Your Request 

In My Experiences Dealing With The Medical System 

As With Most Challenges 

16 of 24 

There Is No Doubt That Delivering A Positive No 

Affirm Your Yes 

Remember That In Saying No 

23 of 24 

17 of 24 

Having Prepared Thoroughly 

02 of 24 

Respect Them For Your Sake 

At This Point, The Boss Is Confounded 

21 of 24 

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