Getting Past No
To have a mutually beneficial negotiation, you can’t force your way. Just like with a running river, no matter how hard to try it won’t change it’s course because you will it.
You must first accept the situation and align your intentions with those of the person on the other side of the table. Only once you are both calm and see the problem from the same perspective can you start flowing together.
Be like a martial artist and redirect the energy that is thrown your way. Your job isn’t to prove the other person wrong. That would only serve to anger them and make them dig their feet in.
Help them to find your solution. Better yet, provide them with the energy to find a solution that’s better than what you could have come up with on your own.