Answer it—directly and in writing. List five specific reasons why the answer to your question is yes.

When something bad occurs, ask yourself three questions—and come up with an intelligent way to answer each one “no”:

1. Is this permanent?

…

2. Is this pervasive?

…

3. Is this personal?

Without negativity you . . . lose touch with reality. You’re not genuine. In time, you drive people away.” So allow yourself what she dubs “appropriate negativity

As you prepare your pitch, whichever variety you choose, clarify your purpose and strategy by making sure you can answer these three questions:

After someone hears your pitch . . .

1. What do you want them to know?

1. What do you want them to feel?

1. What do you want them to do?

Instead of swirling downward into frustration, “Yes and” spirals upward toward possibility. When you stop you’ve got a set of options, not a sense of futility.

There are certainly plenty of times in life to say “No.” When it comes to moving others, however, the best default position is this second principle of improv. And its benefits stretch further than sales and non-sales selling.