Turning No Into Yes: Six Steps to Solving Your Financial Problems (So You Can Stop Worrying). - Hardcover

Pollan, Stephen M; Levine, Mark

Hardcover

ISBN 10: 0066619920 ISBN 13: 9780066619927

Publisher: Harper Business, 2000

Synopsis

At last, a single book that really can show how to solve your money problems and end worries about your business and career--better yet, a book that actually shows you how to turn adversity into success and how to get your own way even in "hopeless" situations. You'll find out how to locate the hidden problems, every unspoken no behind evry sort of money worry, and how to turn no into yes.

First, determine your problem. is the loan delayed because the banker doesn't like you, or beacuse your income statement doesn't show enough in the asset column?

Second, make sure you're dealing with one problem at a time. Don't try to rework your marketing at the same time that you trim your staff.

Third, focus on facts. Make sure that your own fears and worries aren't blinding you to the way things really are.

Fourth, become an expert. Immerse yourself in your problem; assemble all the information you need to understand your needs and wants, as well as those of your opposite number.

Fifth, create an environment of trust; and, if you need to, Turn no into yes.

The first part to Turning No into Yes is quick yet thorough course in Stephen M. Pollan's problem solving method, from problem identification through tuning no into yes. The second part includes literally hundreds of scenarios, showing how the method can be applied to a range of issues. It's like having a coach, strategist, and motivator at your beck and call, twenty-four hours a day!

About this title

Review

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

About the Author

Stephen M Pollan is a New York City-based attorney, financial advisor, and life coach.

Edition details

• Publisher: Harper Business
• Publication date: 2000
• ISBN 10: 0066619920
• ISBN 13: 9780066619927
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 272