John Richardson

Lecturer John Richardson and co-author wrote: "Often, we end up making bad decisions to avoid the short-term discomfort of turning people down. Look, we agree — saying no is hard. The good news is that a little preparation and practice will make it easier. Even if you are one of those people that dreads it."

"If you keep negotiating, and keep getting just a little more every time, the effect grows and grows," lecturer John Richardson said. It can be uncomfortable for many people to ask for more. "Your body thinks it's life or death. But it isn't. Two things help you calm down. Experience, and preparation. And those are things you can start working on today," he said.