Saying no is part of every negotiation — but a blunt no can kill a deal. The skill is rejecting a term while keeping the relationship and the deal alive. Here's how.
Reject the term, not the person
'That number doesn't work for us' keeps it about the deal. Stay warm and collaborative even as you decline — the goal is a better term, not a broken relationship.
Explain and redirect
Give a brief reason and pivot to what could work: 'At that price we'd lose money — but if we adjusted the scope, we could make it work.' A no with a path forward keeps momentum.
Hold firm without hostility
Frequently asked questions
How do I say no in a negotiation?
Reject the term not the person, explain briefly, and redirect to what could work.
Won't saying no kill the deal?
Not if you stay warm and offer a path forward — a no plus an alternative keeps momentum.
How do I stay firm without being hostile?
Be calm and friendly while holding your line: 'I want to find a way — and I can't do that.'
How can I practice this?
Book a free 30-minute class to practice it 1-on-1 with Digby R. Kerr.
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