Where to go when a negotiation hits no

Do you dread having to negotiate?

Is it worse than having to take a cold shower in the middle of January in a bathroom without heating?

If so, maybe the following news item will help:

Women’s tennis world no. 2 Naomi Osaka just shocked the world by withdrawing from the French Open. As you might know, the French Open is one of the four Grand Slams, the biggest tennis tournaments of the year.

It all started a week ago, a few days before the French Open began.

That’s when Osaka wrote a post on Instagram, saying she won’t do press appearances during the tournament. Talking to the press is harmful to her mental health, Osaka said, and it feels like kicking a person when they’re down.

This created a lot of buzz in the tennis world.

A few days later, the French Tennis Federation, along with the other organizing bodies of the Grand Slam tournaments, put out a statement.

They offered support to Osaka, but also said she would be fined each time she failed to talk with the press. The fines would escalate. Eventually, Osaka could be disqualified from the tournament, and even banned from participating in future Grand Slams.

That’s when Naomi Osaka decided to withdraw.

​​She wrote to the tournament organizers for not explaining her position in a better way. And she said she wants to work together in finding a solution. But for now, she is taking time off the court.

To which the French Tennis Federation made its own statement. They said they were sad and sorry at Osaka’s decision, and they want to work with athletes to ensure their well-being. They wish Osaka all the best, and they look forward to seeing her next year.

I don’t know what the outcome of this will be. I just want to point out that everything in life, at least anything that has to do with another person, is a negotiation.

And like negotiation coach Jim Camp used to say, negotiation starts with no.

This is not a matter of hard-line posturing, or telling people to take it or leave it, or walking away.

But real negotiation starts with no. And it doesn’t end with yes.

When I first heard Jim Camp say this, it sounded bizarre or intentionally contrarian. But when you look at negotiations in the real world, like the Naomi Osaka situation above, it becomes obvious Camp is right.

Naomi said no.

Then the tournament organizers came back and said no in their own terms.

Then Naomi came back, and said no in a different way.

And all throughout, the two parties are still engaged, are still talking, and are still working together to reach an agreement.

The question then is how to best manage that process.

What do you do when the other side says no… and you say no… and yet you both have an interest in working together in some way?

The best guide I know for that is Camp’s book, of course titled Start With No.

​​It lays out a system for negotiation, so you can get to an outcome you want, while minimizing that “cold bathroom” feel.

Plus if you write sales copy, this book might have the knock-on effect at making you more persuasive. (A couple of million-dollar marketers say this book is their favorite copywriting book, even though it never mentions the topic.)

Fair warning:

Camp’s book is dense and it might take multiple reads to grasp. But in case you’re curious, here’s the link for more info:

https://bejakovic.com/start-with-no