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Turning No Into Yes: Six Steps to Solving Your Financial Problems (So You Can Stop Worrying). Hardcover – January 5, 2000
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The word no has figured prominently in our popular culture in the past two decades. "Just say no." "What part of 'no' didn't you understand?" The idea is that no is easily understandable and always definite, as if all social interactions were as simple as that of a parent laying down the law for a child. But as any child quickly figures out, the word no usually means there was a flaw in negotiating strategies, and is only a temporary setback.
That's where Stephen Pollan steps in. As a financial and legal consultant, he coaches clients into favorable resolutions to their problems, whether they've been turned down for business loans, offered great jobs they have reservations about, or been fired from jobs they knew they were good at. In Turning No into Yes, he argues that the path from no to yes involves six steps: figure out the real problem; deal with just one problem at a time (often there are clusters of problems contributing to a rejection); focus on facts and put aside emotions; become an expert on the situation (in others words, know what people in your field make; why your superiors may have turned down your proposal; and who is really undermining your efforts behind the scenes); make sure the people you're dealing with really know and trust you; and, if it's still an issue after you've gone through those steps, get them to reverse their decision and tell you yes.
The beauty of Turning No into Yes is that Pollan and his cowriter, Mark Levine, use real-world examples to demonstrate every point they're making. We see partners in an art gallery work out a sticky ownership issue; an NBA basketball player learn to become a true businessman; an editor at a magazine get the raise he deserves. Somewhere in this book you'll recognize yourself as well as a situation you've found yourself in--or will soon find yourself in. And once you've read it, you'll want to keep it on your shelf for the day when the situation you never anticipated comes to pass. --Lou Schuler
Financial and legal consultant Pollan and coauthor Levine, the team who wrote the best-sellers Die Broke (1998) and Live Rich (1998), have uncovered another gold mine of advice: problem solving. Using a six-step rational, fact-filled approach, they teach readers how to cope with all the downs in life, from the "I'm too old" job hunter's whine to the "I'll get taken to the cleaners" fear of a to-be-divorcing spouse. Actual case histories, of course, illustrate and illuminate points made, but the real learning comes from the 8 beginning chapters and 29 different life situations we all experience. One example is: What if I outgrow the commercial space I'm leasing? Pollan's advice concerning that question is: cut to the chase, for the issue is simply that the lease restricts your business' ability to change. This book defines "best practices in self-help books." Barbara Jacobs
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If you are a gobbler, it would be hard to make most out of the book. Most of the concepts were conveyed through real life stories. If you miss the stories, you may miss important concepts.
In essence, you can use the simple checklist proposed by the authors to approach all problems - determine the problem, handle one problem at a time, focus on the facts, become an expert, create an environment of trust & turn NO into YES.
The size of the font in this text could have been bigger. Overall, I liked this book very much. I am now exhilarated to read "Die Broke" also :)
by Stephen M. Pollan, Mark Levine
This book demonstrates to the reader how you can look beyond your cash flow problem to the underlying issues, and then gives sound advice and principles in how to deal with those underlying issues.
In every case the path from no to yes is similar:
1. Determine your problem. Is the loan delayed because the banker doesn't like you, or because your income statement doesn't show enough in the asset column?
2. Make sure your dealing with one problem at a time. Don't try to rework your marketing at the same time that you trim your staff.
3. Focus on facts, Make sure that your own fears and worries aren't blinding you to the way things really are.
4. Become an expert. Immerse yourself in your problem; assemble all of the information you need to understand your needs and wants, as well as those of your opposite number.
5. Create an environment of trust; and, if you need to, Turn NO Into YES.
Now that you know the secrets to the authors principle, you should invest in this book and read hundreds of scenarios , ahowing how this technique can be applied in your life, and eventually become a piece of your self-worth fabric.
This book is like having a motivator, coach, and strategist at your home all of the time.
Highly recommend this book, and suggest you put it in your financial literacy library today!
Recommend this book in conjunction with another book on self direction and leadership I use called: "The Leader's Guide: 15 Essential Skills."