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Ways to Make No Work for You

Is “yes” really always “yes”? “No” is protection. “Yes” is commitment. “No” instantly makes people feel safe while “yes” makes them worry about what they’ve committed themselves to. Nearly every “yes” at best is a conditional “yes”, and often is a counterfeit “yes”, especially from note holders. On the other hand, “No” is always “no”. … Read more…

When the Note Holder Says No

Master negotiators say the negotiation doesn’t truly begin until the parties reach an impasse. Back at the beginning of my note business and my real negotiation career, this made as much sense to me as AP Physics in high school. Twenty-eight years later after closing over 2200 individual note transactions, speaking to over 100,000 note … Read more…