Do not be afraid of "no"

- When you're advocating for change … within your organization. … A lot of times people are going to be afraid of hearing … the word, no, and that makes sense because rejection hurts. … It hurts, in fact, … it hurts to the point where in studies they've demonstrated … that it registers almost like a physical pain to the point … where if you take an analgesic, … it actually diminishes the amount of pain you feel, … which is crazy, but here's the thing, "no". … Hearing the word "no" is an integral part … of your negotiation strategy. … We need to be willing to push the limits in order … to get more of what we want, … when we're advocating for change in our organizations. … Let's say you're in an organization and you recognize that … you need to do a number of assessments, … in order to demonstrate … what the true issue is within your company. … And so you could either do a cultural assessment … or a pay equity assessment. … Now you might be tempted to say, well, … they probably won't go for the full two assessments. …