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   January 1, 2003 Volume 3, Issue 1
 
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Saying No

by Rick Brenner

When we have to say "no" to customers or to people in power, we're often tempted to placate with a "yes." There's a better way: learn how to say "no" in a way that moves the group toward joint problem solving.

If she had a choice, Robin would have gladly elected a root canal instead. But there she sat, with most of senior management bearing down on her. They wanted a simple "Yes, I'll make it happen." But she just couldn't say that.

Instead, she said, "I don't know how to get it done by then, and more money won't help. I'd propose instead that we find another way to meet their needs while we get this done."

Virginia Satir's Yes No MedallionSilence, as everyone waited to see how Warner would react. He gave her that famous glare, but Robin was prepared. She stared back.

"What did you have in mind?" he asked.

Robin knew immediately that she was home free, because instead of blaming and intimidating, they were now problem-solving. She had used one of several workable techniques for Saying No to Power. There's always a risk when you try it, but a risk of upsetting Power by saying "No" now is almost always better than the certainty of upsetting them when your placating "Yes" implodes a few months from now.

To help you stay centered
as you say no,
use "I" statements
To feel good about saying no, start by feeling good about yourself. Then adding the no is a small step. When you say no, you're just stating the truth as you see it. To help you focus on this centered approach, use "I" statements as you say no. Examples:

I don't know how to do that.
If you honestly don't see how to do it, it's better to let them know now than it is to have them discover it later, after you said you could do it. Remember, your limitations are not yours alone. If you don't know how to do it, there's an excellent chance that nobody does.
I can't do that by the time we need it. Could you help me adjust some priorities?
Another way to say this one is, "Sure, I can do that, but it would have to be instead of something else that's less important." Then the two of you can negotiate priorities.
I don't know how to meet that date with the schedule we've already accepted from our supplier. Can we get those components from them any earlier?
Now the group is problem-solving a critical-path schedule issue. Perhaps someone in the room can work this issue better than you can.
I don't know how we can meet that date. What would happen if we were a week late?
This moves the discussion to a question of the target date. In most cases, a one-week delay is OK, so this is actually an exploration of the boundary of "OK."

As you practice, you'll find your own ways to say no. Coming from you, your own no is almost always safer and more powerful than someone else's yes. Go to top  Top  Next issue: Toxic Projects  Next Issue
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For more on saying no, see "Saying No: A Tutorial for Project Managers."

For a survey of tactics for managing pressure, take a look at the series that begins with "Managing Pressure: Communications and Expectations," Point Lookout for December 13, 2006.


101 Tips for Managing Conflict Are you fed up with tense, explosive meetings? Are you or a colleague the target of a bully? Destructive conflict can ruin organizations. But if we believe that all conflict is destructive, and that we can somehow eliminate conflict, or that conflict is an enemy of productivity, then we're in conflict with Conflict itself. Read 101 Tips for Managing Conflict to learn how to make peace with conflict and make it an organizational asset. Order Now!
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Related articles
More articles on Conflict Management:
Conflict Haiku
When tempers flare, or tension fills the air, many of us contribute to the stew, often without realizing that we do. Here are some haiku that describe some of the many stances we choose that can lead groups into tangles, or let those tangles persist once they form.
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We usually think of quibbling as an innocent swan dive into unnecessary detail, like calculating shares of a lunch check to the nearest cent. In debate about substantive issues, a detour into quibbling can be far more threatening — it can indicate much deeper problems.
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The quality of an organization's culture is the key to high performance. An organization with a blaming culture can't perform at a high level, because its people can't take reasonable risks. How can you tell whether you work in a blaming culture?
Two infants exchanging secretsSee No Evil
When teams share information among themselves, they have their best opportunity to reach peak performance. And when some information is withheld within an elite group, the team faces unique risks.
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If you're a project manager, and a team member "goes dark" — disappears or refuses to report how things are going — project risks escalate dramatically. Getting current status becomes a top priority problem. What can you do?

See also Conflict Management, Effective Communication at Work and Managing Your Boss for more related articles.

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I offer email and telephone coaching at both corporate and individual rates. Contact me for details at rbrenner@ChacoCanyon.com or (617) 491-6289, or toll-free in the continental US at (866) 378-5470.
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The Politics of Meetings for People Who Hate Politics
There's a lot more to running an effective meeting than having the right room, the right equipment, and the right people. With meetings, the whole really is more than the sum of its parts. How the parts interact with each other and with external elements is as important as the parts themselves. And those interactions are the essence of politics for meetings. This program explores techniques for leading meetings that are based on understanding political interactions, and using that knowledge effectively to meet organizational goals. Read more about this program. Here's an upcoming date for this program:


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Richard Brenner
Chaco Canyon Consulting
700 Huron Avenue, Suite 11J
Cambridge MA, 02138

Phone: (617) 491-6289
Toll-free: (866) 378-5470 in the continental US
Fax: (617) 395-2628
Email: rbrenner@ChacoCanyon.com
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