MHR 721 Chapter 2: MHR 721 2.5

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Business culture: it is part of the business climate to try to yes the no. Personal experience and expectations: your (cid:272)ou(cid:374)terpart"s perso(cid:374)al e(cid:454)perie(cid:374)(cid:272)e a(cid:374)d expectations rather than the interpersonal relations between you may be the strongest determinant of how he responds to your no. He may be argumentative, wheedling, stunned, or a(cid:374)gr(cid:455) (cid:271)e(cid:272)ause that"s ho(cid:449) he al(cid:449)a(cid:455)s ha(cid:374)dles heari(cid:374)g (cid:374)o. Staying with no puts us in two different predicaments. On the one ha(cid:374)d, (cid:449)e do(cid:374)"t like to (cid:271)e (cid:374)egati(cid:448)e. o(cid:374) the other, (cid:449)e do(cid:374)"t like to (cid:271)e pushed. If (cid:455)ou espe(cid:272)iall(cid:455) do(cid:374)"t like to (cid:271)e negative, you probably tend to soften your no. It feels natural to you to try to stay with no gently. But this may result in your no not getting heard.

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