47sec snip

The New Yorker Radio Hour cover image

Jerry Seinfeld on Making a Life in Comedy (and Also, Pop-Tarts)

The New Yorker Radio Hour

NOTE

The Power of Getting a No

By framing questions in a way that the desired answer is 'no,' it can be used as a negotiating technique to make the counterpart feel secure and in control. When people are asked questions where the answer they want is 'no,' they tend to feel more comfortable and less vulnerable, which can lead to a positive outcome in negotiations.

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