What if they say:

- “Yes”
- “No”

Negotiation Strategy: Planning for the Response to Your Proposal

When entering any negotiation, we often spend significant time crafting the perfect initial offer. We research, strategize, and rehearse our delivery—only to find ourselves less prepared for what happens next: the response.

But the real power in negotiation lies not just in the proposal, but in how well you handle the reply—whether it's a “Yes” or a “No.” Savvy negotiators, like skilled chess players, think several moves ahead. Anticipating possible outcomes allows you to develop a strategic “response to the response,” giving you greater influence and confidence at the table.

Responding to a “Yes”

A “Yes” might seem like the end of the road, but it’s actually a critical point in the negotiation. How you respond can either strengthen the agreement—or cause it to unravel.

If the “Yes” comes early in the process, reinforce the decision by immediately expressing appreciation. A simple, “Thank you—this feels like a fair and mutually beneficial agreement,” helps validate their decision. When appropriate, you might even add, “I’ll be sure to refer others to your product/service,” which can reassure the other party that their concession is being reciprocated with goodwill.

If the agreement comes after a long back-and-forth, it’s especially important to acknowledge the other party’s efforts. Complimenting their negotiation skills—“You’re a tough, thoughtful negotiator”—can ease any lingering doubts they may have and reduce the risk of “acceptance remorse.” Ironically, suggesting they got the better deal may be the very thing that helps them feel good about the outcome.

Responding to a “No”

A “No” is not the end of the conversation—it’s often the beginning of a more serious negotiation. One of the most overlooked yet effective techniques is simply asking again.

If your request was reasonable and presented professionally, don’t underestimate the power of a respectful second ask. Many individuals default to “No” on a first request as a way to buy time or establish control. But with persistence—delivered with professionalism, not pressure—you may find that barriers begin to soften.

Parents intuitively understand this: children often succeed through polite, repeated requests. The same principle applies in business and professional settings. A follow-up request—strategically positioned as part of your negotiation framework—can often move the discussion forward when the initial answer was “No.”

Final Thought

Negotiation is rarely a one-move game. Whether you hear “Yes” or “No,” how you respond can shape the ultimate outcome. Plan ahead, stay composed, and don’t just negotiate the offer—negotiate the response.

If you’re facing a high-stakes negotiation—whether in real estate, business, or personal matters—I'd be glad to help you prepare a strategy that’s two or three moves ahead. Reach out to schedule a one-on-one session.