In a recent post I talked about how I try to hear everything as either “please” or “thank you,” and how this supports the quality of communication and connection I have with others, and thereby improves the quality of my relationships.

While that practice provides invaluable support for both my personal and professional relationships, there’s another practice I picked up along the way that fits with it hand-in-glove.

Long ago I heard Kelly Bryson, author of Don’t Be Nice, Be Real, ask the question: “Where could you go if you weren’t afraid of ‘no’?”

He points out how many people are prevented from going after what they want in life by their fear of hearing that dreaded word, “NO!”

It’s a good point, and one that I’ve taken to heart. Here’s how the question occurs to me these days…

Where Could You Go If You Never Heard “No”?

What would it take to transform your fear of hearing the word “no” in your most important relationships–intimate, dating, family, work … ? Even better, how would it be if no one ever said “no” to you again?

Well, the easy way to never hear no is by never again asking anyone for anything. But that’s living kind of small isn’t it?

“Well, isn’t it inevitable,” you might ask, “that if you ask people for things that some of them are bound to say ‘no’?”

Here’s the trick–and it’s not really a trick at all.

Never hearing “no” starts by understanding that you never hear what other people say in the first place. Never!

You only hear what your brain tells you that you think they’ve said.

What’s the difference?

I know you believe you understood what you think I said, but I’m not sure you realize that what you heard is not what I meant.

Somewhere I read that the words people use only convey 10% to 20% of the meaning that is intended. Another 20% to 30% is conveyed through intonation, pitch, pacing, etc. of the voice. And the remainder, the bulk of the meaning, is conveyed through facial expression and body language.

Then your own frame of mind gets added in, and your circumstances, and everything else that goes along with the way your brain is influenced in its interpretation.

And here’s where your interpretation gets even more dubious.

The more reactive you are to hearing certain things the more your transparent beliefs, unacknowledged commitments and habitual interpretations are likely to cause you to misinterpret the other person’s intended meaning.

It seems obvious that you never hear what somebody else says, you only hear what your brain has interpreted that they’ve said.

How to Hear “No” as “Yes”

The problem with the word “no” is that it conveys too little information. “No” is actually an expression that a person wants something different than what you’ve requested, but without any explanation of what they do want instead.

That’s why I don’t think there is a more emotionally charged word in the language than the word “no”. It conveys too little information–and we usually fill in the blanks with the worst possible stories.

I’ve come to understand that whenever a person says “no” to something I’ve requested, they’re actually saying “yes” to a different strategy than the one they inferred from my request.

“No” simply means that they prefer a different strategy they believe is more likely to get them what they value or what they need.

The “Yes” Guess Game

So people never say “no” to what you’ve requested. They’re always saying “yes” to something else that they prefer, but they’re not letting you in on what they’re saying “yes” to.

In my mind, negotiation is all about creating alignment in the areas of values and strategies–and in that order.

So, since I can’t hear “no” anymore, my natural inclination is to begin to discover the unexpressed values and strategies that the other person prefers to the ones implicit in my request.

What’s most important for me here is to make sure that wherever we end up in the negotiation, we find strategies that are entirely in harmony with both of our values and that don’t leave anything out that either of us need to be satisfied.

Turning “No” into Know

How to orchestrate such a negotiation is a little bit beyond the scope of one blog post. Simply put, you need to have a conversation that primarily has your attention focused on creating an alignment of your values. Once this alignment has been achieved then, and only then, try work out strategies that will be successful in respecting what everyone wants.

Even without all of the distinctions you may need to have such a conversation, hopefully you’ve gotten the gist of how it might possible that you would never hear “no” again.

Because really “no” is only a poorly expressed “yes.”

(Mmmmm, “Distinctions!” There is a juicy topic…)

Would You Take On This Practice – Yes or No?

Again, I’m interested in hearing your thoughts about the possibility of never hearing “no” again, and what happens the next time you try hearing “yes” instead.

Until next time …

Committed to Your Success,
Neill Gibson

Black and White Relationship Skills

No, I’m not talking about ethnicity, I’m talking about simplicity. Whenever I’m looking to improve the quality of a relationship, be more productive, or get through my next AFGO, Occam’s razor always seems to apply. “All other things being equal, the simplest solution is the best.”

In this case, I’m talking about the simplest way to interpret what I’m working on. So, for example let’s say, as is so often the case, I’m working on my ability to hear what other people say in ways that are more enjoyable, more accurate, and produce more of the results that we both want.

Does that sound like something you’d like?

I’ve learned that of the simplest possible ways to hear what people are saying is to figure out if they’re saying “I need” or “I’m grateful.” Put it another way, whenever I can remember, I try to hear whatever people say as either “please” or “thank you.”

Is it Please or Thank You?

Sometimes it’s easy to tell which is which: “Would you take the trash out before we leave?” “That was a great dinner!”

It’s pretty obvious which of these is please and which is thank you. It seems much more challenging if we hear someone blaming, criticizing, or excuse making, using statements like:

• “Idiot! Don’t you know how to drive!”
• “Why are you wasting time on that?”
• “You never keep your promises!”
• “It’s not my fault that …”
• “I forgot to …”

Again, it’s obvious that these are definitely not “thank you,” so they must be “please.” Unfortunately, they are please said in a suicidal way. Suicidal because saying please in these ways is likely to kill the possibility of getting the underlying needs met.

1. Have Need …  2. Take Aim at Foot …  3. Pull Trigger!

The sad thing is, it seems the more important, urgent, or critical the need is, the more likely people will express it in these suicidal ways. Ways that are likely to trigger the heck out of the people they are actually saying please to.

Most reality TV shows are a great place to watch this in action and to practice identifying which times people are saying please and which times they are saying thank you. Whether you use a reality TV show, or your personal relationships for practice, notice how the more hurt and more angry a person is, the more likely they are to express please in the form of blame, criticism, judgment, excuses, etc.

Kind of sad isn’t it?

What’s the Point of Hearing Please or Thank You?

How does hearing please or thank you help me have conversations that are more enjoyable, more accurate, and produce more of the results that we both want? It helps me remember that any form of blame, criticism, judgment, or excuse is the other person expressing a need. And that the more hurt or angry a person sounds the more desperate they are for help, and scared that the need won’t be met.

And if I’m able to hear a person desperately wanting help with their need, I’m much less likely to be triggered by the suicidal way they’re saying please, and much more likely to find in me the compassion to hear their need and to offer my help.

And giving with joy is the most fun game I’ve found to play so far in my life.

What Happens if You Try Hearing Everything as Please or Thank You?

I’d be interested in hearing what you think about listening to people this way. Even more interested in hearing about your experience if you try it.

It occurs to me that some of you might be wondering which bucket you’d put “yes” and “no” in. You might be surprised to hear that I never hear people say “no.” But that’s a different blog post. :~)

Until then …

Committed to Your Success,

Neill Gibson