Here’s the scenario. You propose a strategy that will grow your organisation to a dozen key players. Most of them will support you. But one or two people will have – quite legitimate – reasons to resist your proposal and the changes it entails.

This ‘No’ often remains hidden from view. It may be the unpopular opinion or the unconfident one. It won't feel obviously relevant to the situation.

Dig a little deeper. Find the No and you'll discover that it contains value.