Part 7/12:
Voss also advocates intentionally shifting conversation tone. For example, framing questions to elicit a "no" response can be more empowering and honest, as "no" provides safety and clarity. This counters the Pavlovian obsession with getting "yes," which can trap negotiators in compliance without genuine agreement.
Understanding the "No" Response and Manipulation
A pivotal revelation is that getting someone to say "no" is often more advantageous than forcing a "yes." People feel protected when asserting "no," leading to clearer boundaries and more authentic dialogue. It also deters manipulative tactics—if the other person perceives you're trying to influence or trick, they may instinctively resist or disengage.