This Podcast Will Help You Flourish At Work

Pete Mockaitis
Vanessa, welcome to How to be Awesome at Your Job.

Vanessa Patrick
Hey, Pete, lovely to be here.

Pete Mockaitis
Well, I’m so excited to dig into your book, The Power of Saying No: The New Science of How to Say No that Puts You in Charge of Your Life. This has been a challenge that many of our listeners are facing so I think this is going to be so cool to get into it. But, first, I wanted to start with is there a particularly memorable no-story you could share with us to kick things off?

Vanessa Patrick
Well, I start the book with a didn’t-say-no story that motivated this whole stream of work. I’m happy to tell you about that.

Pete Mockaitis
Let’s do it.

Vanessa Patrick
Well, it all began when I spent my 24th birthday staring at a fax machine, and it was a memorable day because I spent the evening at the office waiting for a fax. It wasn’t even an important fax. It was just a fax, which said that the client had received a fax that we had sent earlier. And I spent the whole evening waiting for the fax because my boss told me to do so.

And it was a moment where I realized that we very often, in work and life, get stuck doing very trivial things, pretty meaningless things some of the time, that we could easily say no to. And that moment made me realize the importance of learning to say no when the situation merits it.

Pete Mockaitis
All right. Well, tell me, how late was it when you left?

Vanessa Patrick
So, I wanted to leave at 5:00 o’clock. It was a Tuesday. The fax arrived at 9:30 in the evening. And so, I basically spent four and a half hours just staring at a fax machine waiting for that white paper to spew out of the machine, and all that white paper said when it arrived, was, “Received with thanks.” And I remember my 24th birthday and that crinkly white paper so distinctly because it was so trivial.

And, Pete, if I had to redo this all over again, if I were me when I was 24, if I was me, the me now, when I was 24, I would’ve negotiated that ask. I would’ve said something like, “Can I come early tomorrow morning and pick up the fax and put it on your desk? Or, can I ask a friend to please stay back and do it if it was that important?” It didn’t have to be me, and I did not have to spend my time doing that, and yet I did.

Pete Mockaitis
Wait, I’m sorry. You said you were 24 years old, and then you said birthday. This was, in fact, your 24th birthday?

Vanessa Patrick
And I missed the birthday party.

Pete Mockaitis
Oh, my goodness.

Vanessa Patrick
It was quite sad. I’ve recovered. Don’t worry.

Pete Mockaitis
But it is definitely seared. We could tell that memory was really seared into you because you remember it was a Tuesday and the exact text of the fax, and the time that it arrived. Now, these are some details.

Vanessa Patrick
Yes, because when you’re sitting over there for four and a half hours, knowing that everyone in your house is having a party, people are coming and going, people are eating dinner, they’re leaving, you think about these things and you realize, “Why am I doing this? Is this worth it?” And those are the feelings that we need to kind of capture and memorize so that we don’t make those same mistakes again.

So, I talk about, in the book, the importance of learning from our mistakes, and the fact that when we say yes when we want to say no, we sometimes have to pause and actually let ourselves feel bad about that because we naturally, as human beings, have this coping mechanism, something called the psychological immune system, which jumps in as soon as we feel bad and tries to repair the situation, trying to find the silver lining, trying to look for something good out of that bad situation.

And that is why we don’t learn very well from bad situations. We need to stop, embrace that horrible feeling so that we learn from it, so the next time we’re in that situation, we can manage it a little bit better.

Pete Mockaitis
Absolutely. And what’s interesting is because of the drama of this particular instance, like it’s a task that is so trivial, I don’t know, maybe there’s lives on the line associated with this fax.

Vanessa Patrick
There were not.

Pete Mockaitis
Okay, there weren’t. So, it seems super trivial, and it’s four and a half unnecessary hours in which you’re not actively engaged, and you’re missing out on something really cool, all really come together. So, in a weird way, I like the notion, the psychological immune system, this was kind of a blessing because you had an epiphany that, I believe, has served you well over the subsequent years, and now you’re enriching many thousands with this work. So, indirectly, I guess we can thank that boss for this request.

Vanessa Patrick
Yes, I do think that it did kind of change the trajectory of my life. You start questioning. It was my first job, you start questioning, “Is this the kind of job that I want? Is there something more meaningful and important I could do?” And, also, the curiosity about “Why do people do this? Why do people behave in certain ways?” which has shaped my career as a consumer psychologist.

Pete Mockaitis
And for many of us, when we say yes when we should’ve said no, the pain we experience is more minor. It may not be enough for us to really rewind, evaluate, and make some changes.

Vanessa Patrick
But we do feel resentful very often. A lot of the people in my studies often talk about the fact that they’ve said yes when they want to say no, and they feel very resentful towards the other person, and really wished they did not do that. And so, in many ways, but we also search for reasons as to why we said yes and come up with the fact that it might be a growth opportunity. It could open doors. It could lead to a promotion. So, we make up these things to make ourselves feel better but sometimes we need to just see it for what it is and not make the mistake again.

Pete Mockaitis
Yeah, that’s interesting how we resent them, and, though, I guess we’ve got at least 50% responsibility as to having said yes.

Vanessa Patrick
Yes.

Pete Mockaitis
Okay. So, you’ve done a lot of studies, you’ve engaged a lot of people here. Any particularly surprising, fascinating, counterintuitive discoveries you’ve made here when it comes to us humans and our relationships saying no?

Vanessa Patrick
Yes. It’s no surprise that, of course, human beings have trouble saying no, but one of the things that come out consistently in my research is the fact that no is a gendered issue, that women struggle way more to say no than men do. Women are more likely to say yes to a workplace request than men are. Women are more likely to be asked to do unpromotable work, or unpaid work, or the office housework, but they’re also more likely to take those things on.

One of the most interesting things in my studies is something that I call the spotlight effect. And the spotlight effect is this feeling of being in the spotlight when someone makes their ask of you. So, in a study, I put people in different conditions. In one condition, I told them that they were asked to do something that they didn’t want to do, and there was a crowd of people who had already agreed to do it.

And based on the research of social psychology, we know that we are more likely to conform to that ask. The spotlight is going to shine way more brightly on us when we know that other people are watching and expecting us to say yes. So, of course, both men and women are more likely to say yes when there are lots of people watching even if they want to say no.

I also do another scenario where that request is an interpersonal request. There’s no crowd, it’s just one person versus another person, the asker and the askee. And in that situation, you find that men are significantly more likely to say, “No, this is not going to work,” if it’s a one on one, but women still respond at the same level as if there was a crowd watching.

So, women, it’s almost like women have conjured up this imaginary crowd that is watching them, and the spotlight shines brightly on them, whether it’s a one-on-one interaction or whether it’s a group. I, personally, think that’s a super interesting finding, and it’s fascinating to think about why that is, and why women feel that pressure to say yes, feel more intense spotlight regardless of whether it’s a one-on-one ask or it’s a crowd.

Pete Mockaitis
And can you share with us a rough sense of these figures here, the crowd effect versus the one-on-one effect, that is at stake here? Is it a smidgen more pressure and probability of saying yes, or is it like double, triple, quadruple?

Vanessa Patrick
So, when it was a social ask, and when both men and women responded equivalently, so about five on a scale of one to seven, on, “How much attention did you feel was on you?” That drops to four for men, which was significantly different, statistically significantly lower compared to women who remained at around 4.5.

Pete Mockaitis
Oh, got you. And I guess I’m curious about the percentage of percent of time said yes and didn’t want to.

Vanessa Patrick
The number of times they said yes, so we don’t have that. In the experiment, we didn’t look at that. The scenario required everyone to say yes or no.

Pete Mockaitis
Okay, got you.

Vanessa Patrick
So, everyone wanted to say no. It was a clear scenario when no one wanted to do it.

Pete Mockaitis
What is our scenario?

Vanessa Patrick
Yeah, so it was something like spending your spring break doing some volunteer work for a friend who just caught you. So, it was the first day of spring break and someone pulled you aside, and said, “No, you need to help me with this volunteer work, and spend your entire spring break doing this, making calls on my behalf,” which is something we pre-tested no one wanted to do, no one wanted to spend their spring break doing.

Pete Mockaitis
Yeah, it would have to be some pretty, meaningfully interesting, powerful calls. It’s hard to dream up the scenario where that would be a win, like, “Oh, yeah.” Okay. Cool. Thank you. All right. So, there we have it, interesting tidbits there. So, then, overall, what would you say is sort of the main thesis or big idea behind the book The Power of Saying No?

Vanessa Patrick
So, a lot of people, successful people, and, in general, most people know that it’s a good thing to say no to the things that you don’t want to do. The question is how. So, the big idea behind the book is the way in which you communicate your refusal and something called empowered refusal, which is the basis of my research.

Empowered refusal is a super skill of being able to say no in a way that’s effective. And what effective, essentially, means is that you are able to communicate a no response while maintaining your relationship with the other person and securing your reputation.

Pete Mockaitis
That sounds perfect.

Vanessa Patrick
It does.

Pete Mockaitis
How do we do that?

Vanessa Patrick
So, I talk about the fact that you need to develop three competencies to develop the skill of empowered refusal but, essentially, empowered refusal requires you to say no by looking inwards. You need to say no by giving voice to your values, priorities, preferences, and beliefs. So, it’s a no that stems from your identity. And when you say no that stems from your identity, giving voice to what you believe, the way you believe things should be, people are less likely to give you pushback and more likely to be persuaded by your no.

Pete Mockaitis
Well, tell us, what are the three competencies and how do we develop them?

Vanessa Patrick
Right. So, the three competencies, I call the ART of empowered refusal, A-R-T, awareness, rules not decisions, and totality of self. So, your empowered refusal begins with self-awareness. It begins with you looking inwards and developing a sense of what you uniquely bring to the table, what you care about, what do you value, how do you want to find meaning in your life.

So, an awareness of your preferences, your beliefs, your values, forms the foundation of step number two, which is setting up a system of rules, and not having to make decisions all the time. So, once you understand yourself, then you can set yourself up with a set of personal policies or simple rules that guide your actions and decisions. So, if you have rules in place, or policies in place, it’s much easier for you to say no because you already have a very firm stance on what you believe and how you want things to be.

And the final piece of the puzzle is the way you communicate your empowered refusal, which is using your whole self, using not only your language but also your nonverbal cues. Nonverbal cues that both convey empowerment but also secure your relationship with the other person. So, I can give you a few examples.

Pete Mockaitis
Okay.

Vanessa Patrick
Let’s imagine that someone asked you to fly somewhere. Unprepared, unannounced, you’ve got fly over the weekend to do something that is not part of your job, and you don’t want to do it because you do not work on weekends, or weekends are family time as far as you’re concerned. So, you have a personal policy in place about how you’d like to spend your weekends, and you are able to better communicate your refusal based on that stance.

What usually happens when people ask you for something that you want to say no to is that we grasp for the first available excuse. And excuses are much less effective than policies. Policies reflect a long-standing stance which stem from something that’s important to you, something that you value. And when you use a policy, you are more likely to get compliance than if you use an excuse.

Pete Mockaitis
Interesting. You say compliance, as in the requestor just overrides you.

Vanessa Patrick
No, the requestor will either push back or they will respect your refusal. Those are the two main options. So, when someone asks you something, they typically expect a yes. It is societally expected that an invitation, an ask, a favor, is going to garner a yes response. There’s a ton of research that shows that we say yes to the most ridiculous requests because we are socialized and hardwired to help.

We are conditioned to be cooperative. We are psychologically poised in many ways to say yes than to say no. And because of that psychological makeup and that socialization, when we say no, we often get pushback from the asker.

Pete Mockaitis
That’s intriguing on so many levels. One, I’m thinking that’s kind of absurd that that’s in us humans. Two, I’m thinking I guess there’s probably a set of contexts that make that true versus not true. So, the majority of my emails are pitches from publicists and authors, etc. to want to be on my podcast, maybe the plurality of emails.

And so, I would imagine they don’t really expect that I will say yes because, in their own experience of any sort of recruiting, sales, business development activity, the majority of people say no. And I find it a little funny when they say, “I’m just making sure you got my email. Like, this is the weirdest thing that you didn’t reply.”

Like, in some ways, I find that a little bit irksome because there seems to be, like, almost dishonesty there. It’s, like, “You don’t really expect a response. Of course, you would like one.” So, I guess that’s what I’m thinking. Like, in the context of a stranger who’s asking hundreds of thousands of people the same thing via an impersonal platform, email, I don’t imagine they expect a yes. But you tell me, maybe they really do.

Vanessa Patrick
You hit the nail on the head in terms of the impersonal platform. So, we are 34 times more likely to say yes to a face-to-face request.

Pete Mockaitis
Thirty-four.

Vanessa Patrick
So, email is actually the best way to say no to people because it’s impersonal, as you just mentioned. You take away that face-to-face concern. I also think that if you think about the studies that people have done, like Vanessa Bohns, for example. She has people ask people to do the craziest things: defile library books, “Can I play in your backyard?” “Can you mail this for me?” completely crazy things, and she finds that people are much more likely to say yes, even to those completely ridiculous requests than say no.

And there’s a lot of evidence out there that people do struggle with saying no, and so it’s just easier to say yes. And so, I talk about it in terms of the fact that society favors the asker. So, if you’re the asker, you get to ask and then everybody feels really terrible about saying no. But we have to remember that an ask is just an ask. We don’t have to say yes to every ask that comes our way. And for a lot of people, they struggle with that.

Pete Mockaitis
Thirty-four times. Well, now I’m intrigued. Do we know where phone calls stack up, because in a way it’s live and real time, but there’s not a face? So, I imagine it’d be in the middle. Do you have the numbers on that?

Vanessa Patrick
No, I do not. But I’d imagine that it’s somewhere in between the face-to-face and the email. But I think, because it’s technology-mediated, it becomes easier to say no even on a phone call compared to a face-to-face request.

Pete Mockaitis
Okay. That’s powerful right there.

Vanessa Patrick
Yeah. So, one of the things that I mentioned is the importance of putting technology in between you and the asker when it becomes a very difficult ask, or when you’re dealing with a very pushy asker. Convert the conversation to a digital medium or put some technology between you. It’s easier to text, it’s easier to phone, a phone call converted to an email than to handle people face to face.

Pete Mockaitis
You know, I’m reminded of I’ve got a buddy who’s a priest. He tells me that after church, there’s crowds of people, and they shake hands and say hello. Well, it’s a good way for people to have a little bit of a relationship exchange, community-building there. And he said that he was inundated with requests, like, “Oh, you should come over have dinner. We should hang out in this way or that way.” And he used to say yes all the time, immediately, and schedule, he’s like, “Oh, my gosh, my calendar is out of control.”

And so, he decided his new policy was, when they make an invitation, assuming he doesn’t want to immediately do it, he says, “You know, that sounds great. Please call the office on Monday and talk to Debra, or whomever, and she owns my calendar, and she’ll find a good time for us.” And he said, invariably, like way over 90%, he told me, of the incoming requests just disappear because it’s quite a difference to say, “Hey, I had this fun idea. Why the heck not?” versus, “Okay, I’m going to actually have to remember to put into my calendar, to call the administrative assistant, and get that sorted out.”

So, I thought that was brilliant in that you’re continuing to show interest and it’s not blowing them off.

Vanessa Patrick
I think your priest friend has got two principles right in the book, that I talk about in the book. Never say yes in the moment, like always buy time. And second is, if you have the opportunity to delegate to someone, and that person says no on your behalf, it’s a win. So, Debra from the office, if she says no to the person, it’s not going to feel as bad as when your friend has to say no.

Pete Mockaitis
Certainly. And just the dramatic reduction in terms of folks who even do that is huge.

Vanessa Patrick
Will follow up, yeah.

Pete Mockaitis
So, now, tell me, when it comes to the rules, I don’t know who, if this is from a TV show or a movie somewhere, but someone was hiring a nanny or a housekeeper, and they just laid it like, “I don’t do dishes, I don’t do laundry, I don’t do cooking, I don’t do diapers.” And it’s sort of like, “Okay. Well, this isn’t going to work, is it?”

And so, I think that emotional side of us, in terms of a rule, that sounds like, “Ooh, that sounds awesome.” Like, you can communicate a rule, you have some extra conviction, they understand not to ask again, so that has a lot going for it. But it can feel a little more scary, “I’m not just saying no once. I’m saying no to a potential hundreds of future requests in one fell swoop.” And that’s even scarier to say, Vanessa, so how do you think about the articulation of rules?

Vanessa Patrick
So, these rules are just simple rules that you set up for yourself to increase things like your productivity, to enhance the quality of your decision-making, to make your relationships better, to advance yourself in your career. These are things that all of us care about in working life, and these are all the things that we need to think about, setting small rules.

It is not this rule, like the nanny you were talking about, not to do the job that you were hired to do. It’s about doing the job the best possible way you can. And sometimes you have to protect your time to be able to do that job. I think one of the things that we see in the workplace right now is the tyranny of the number of meetings that you’re dragged into. You don’t actually have time to do what you were hired to do.

And so, sometimes just setting up rules around when you meet and when you work, or when you can take some time to do some deep work that needs to be done and protect that time, these are simple rules that just enhance your productivity and actually make you a more valuable member of the organization.

Pete Mockaitis
Now that sounds awesome. Do you actually articulate some of that stuff if you were to, say, have this conversation with a manager?

Vanessa Patrick
Yeah. So, think about what your priorities are, what the job is, what do you need to do? So, one of the conceptualizations that I really love that I use in the book is this notion of, “What is good work?” And Howard Gardner from Harvard University, he’s an educational psychologist, comes up with a lovely definition of what is good work, good work that is meaningful.

Good work has three main dimensions, kind of like a DNA strand. It is excellent, it is emotional or engaging, and it is ethical. And so, when we do good work, we are essentially devoting ourselves to work that brings out the best of us, that leverages our strengths, that showcases what we bring to the table. When we do good work, it is emotionally gratifying. It feels good to do. We feel as if we’ve achieved something meaningful. And, finally, is that it does good, like it has an ethical dimension. It makes the world better. You leave the place better than you found it.

And so, when you think about work, and when we think about work, if we can think about this framework of work, and then try and achieve on a daily basis that sort of quality work, and in order to do that, we do need to set up these personal policies that facilitate that sort of activity.

Pete Mockaitis
Okay. And so, to tackle the fears head on, if we fear that, “Oh, I’m going to be perceived as not a team player, or I’m lazy, I’m not manager or executive material because I’m not truly committed with my rules and my no’s,” do you have an answer, or even better, some real data on what it’s like on the receiving end?

Vanessa Patrick
So, this is the concern for reputation. So, there are two main concerns for why we say yes when we want to say no. One is we want to be liked. So, one is a concern for relationships, and the other is a concern for reputation. The concern for relationships deals with the need to be liked, to be included in a social group, to have friends, to be part of something.

And our reputation is the other thing that we’re really concerned about, the notion that we want to be seen as competent, on the ball, a team player. Reputation is, essentially, what people say about us when we leave the room, and we want people to say good things.

And so, these are two key drivers for why we say yes when we want to say no. So, your point about, “Oh, I’m concerned about these things that people will say,” is the reputation concern. And I always say, of course, you should take on things that you can handle and that you can fit into your schedule, but I call it the house of cards trap.

Essentially, if you think about every ask that comes your way, and if your goal is to be a team player and to be seen as competent, and you just keep saying yes to that stuff, you’re essentially adding more and more cards to an increasingly fragile house of cards that is going to collapse if you do not, at some point, essentially.

And so, thinking about your reputation in the short term, like, “If I say yes right now, they will like me, they will think I’m competent,” as opposed to thinking about your reputation in the long term. If you keep taking more stuff, you’re going to drop the ball, you’re not going to be able to deliver, you’re not going to be able to deliver quality.

And so, I always argue, “Is it better to say no up front, because it is just something that is not in your wheelhouse or doesn’t leverage your strengths, or you simply just don’t have the time to do it? Say no now or drop the ball later, and have your reputation take a hit, or a bigger hit perhaps.”

Pete Mockaitis
Okay. Well, now could you give us some example articulations of the no that is artful and it’s an empowered refusal? And I say, “Hey, Vanessa, I would love it if you could stay late. We got this really big client presentation coming up on Friday, and I think we’re behind, and there’s really a lot at stake. So, could you stick it out for a few hours?”

Vanessa Patrick
That may not be the best time to say no.

Pete Mockaitis
Okay.

Vanessa Patrick
So, one of the things I talk about is deciphering the ask, like, “How do you decipher to say yes to and what to say no to?” If it’s a high stakes, really important thing that you need to pitch in for, it may not be the best thing to say no to. But if someone asks you, “Hey, can you organize the retirement party because someone is retiring?” That is something that is not urgent, not terribly important, and anybody can do it. That may be the thing to be saying no to.

Pete Mockaitis
Okay, that’s good. Well, I was going to ask, in terms of we’ve got our rules, how do we think about bending rules and under what circumstances?

Vanessa Patrick
I think they are your rules and they are meant to be meant. But if you bend them every single day then it’s not a rule. You need to have rules, and you need to have contingencies, and you need to have a sense of, let’s say, “I never work in the evenings because 6:00 to 8:00 is family time.” Assume that that’s my rule. But as you just said, if someone says, “Hey, Vanessa, can you pitch in because we have this really important thing, and can you make an exception and come just this Thursday evening because Friday is this big deadline?” By all means, you can break your own rule if you choose to.

Pete Mockaitis
Okay. And do you recommend articulating that in a special way?

Vanessa Patrick
So, I often talk about saying things in terms of using very absolute words, “I don’t,” “I always,” “I never,” “It’s my policy.” These are words that communicate that you are speaking from a place of power, so they are empowered language. They also reflect your stance on the matter. So, “I don’t,” “I never.” So, one of the research studies that we did was compared words like, “I don’t” versus “I can’t.”

So, whenever you frame a refusal, you can always say, “I’m really sorry, I can’t do this,” or, “I’m sorry, I don’t do this.” So, let’s imagine you’re at a party and someone is offering you chocolate cake. You can say, “I’m sorry I can’t eat the chocolate cake.” It comes across as disempowered and you’re most likely going to get someone saying, “Why not? It’s just a piece of cake. Go ahead and eat it.” You’re going to get the pushback.

Imagine that you say, “I’m sorry, I don’t eat chocolate cake.” No one pushes back. This is your rule, “I’m not a chocolate cake-eating person.” It implicates the identity. And using language that implicates the identity is less likely to get pushback.

Pete Mockaitis
That’s true. It takes an extra level of courage and curiosity to dig into that. And I think most people probably wouldn’t feel comfortable saying, “Well, why not?” but rather is just, like, it’s almost you have to do more mental work to think about how I engage that conversation further if I were going to, such as, “Oh, that’s interesting. What led you to adopt this policy?”

Vanessa Patrick
Yeah, and most often you don’t get that conversation continuing. Most people accept a refusal when it stems from your identity because that’s who you are, that’s the kind of person you are, right?

Pete Mockaitis
I remember when I was at a party, and someone said, it was a husband and wife, and she said, “Oh, Ricky doesn’t drink anymore.” And so, I’m so full of curiosity, I was like, “Well, now I really want to know what happened with Ricky’s historical drinking.” It’s like, “I’m not going to.” I just met the dude and he’s friendly and cool. I hope we get to maybe have that conversation later. But not the time or the place for me to dig into his history of his relationship with alcohol, though I’m so curious now.

All right. So, I hope Ricky is doing great. Now, you also recommend that we frame our refusal using more nouns instead of verbs. What’s the thinking here?

Vanessa Patrick
So, research shows that nouns, again, implicate your identity. When you say, “I am a writer,” “I am a teacher,” “I am a mom,” these are nouns. They describe your stable stance. Whereas, verbs, like, “I write,” “I teach,” lots of people write, lots of people teach, you are just one of them. And so, verbs, essentially, describe an activity, whereas nouns describe who you are, again, implicating the identity.

And so, if you have to talk about yourself, and there’s research that shows that when we talk about ourselves in terms of nouns, we come across as more authentic and, like, stable individuals who can communicate what they do. And so, there’s some work that talks about how we should talk about these things in our resumes and in job interviews by using more nouns than verbs.

Pete Mockaitis
Okay. And now, Vanessa, we didn’t quite do a demo because you wisely mentioned, “Maybe this is not the time to say no,” but now let’s say it is the time to say no, and I’m saying, “Hey, Vanessa, could you pick up my drycleaning this afternoon? It looks like I’m not going to be able to make it there after all.”

Vanessa Patrick
“I’m sorry, I go to the gym every afternoon between 3:00 and 5:00.”

Pete Mockaitis
Okay, and that’s that. There’s no elaboration.

Vanessa Patrick
Yeah, know it’s a complete sentence.

Pete Mockaitis
Okay. There we go. Let’s try again. “Vanessa, could you scan these documents and email them to me?”

Vanessa Patrick
“I believe we have someone who does those kinds of things. I’m not the person.”

Pete Mockaitis
Oh, this is fun. I can do this for a while.

Vanessa Patrick
Are you just going to do this all day?

Pete Mockaitis
Maybe. Maybe. I don’t know. Okay. “Vanessa, could you look over this proposal and make sure I didn’t make any silly mistakes?”

Vanessa Patrick
“Sure, absolutely. I’m really good at looking at proposals, and it leverages my unique strength, and I’m happy to strengthen your proposal for you.”

Pete Mockaitis
Okay, so that’s a yes, and that’s cool?

Vanessa Patrick
Yeah. And so, when you’re talking about this, the deciphering the asks, it’s really, I come up with this framework where you can use this mental model to help you to figure out what you say yes to and what you say no to. So, all the things you asked me, I, essentially, looked at them through that framework, and said, “What is the cost to me and what is the benefit to the other person?”

So, there are some things that are low cost to me but huge benefits to you. Like, looking over a two-page proposal and scanning it and making it better, that’s my strength. I’m good at it. I can make it better. I know it’s not a huge deal. I’m going to say yes because it’ll benefit you. But this, “Pick up my drycleaning,” and, “Check the weather and do this rubbish,” that is stuff, no, you shouldn’t be asking anyone to do.

Pete Mockaitis
Okay. And do we know, from the person who makes a request, and they received a no done artfully, do we have a sense in terms of their thought about you, like the relationship and the liking that we’re worried about that’s at risk? To what extent is that a boogeyman of our minds versus that’s real?

Vanessa Patrick
I think we exaggerate the impact that our no’s will have on others. Most often, when you say no to somebody, they simply go ahead and ask the next person. If it’s something that anyone can do, they just go down the list. We do that ourselves. If someone says no to us about something, we just find somebody else to do it. You don’t really think that much about it.

If it’s something that is meaningful and important to you, then, by all means, think about taking it on after you’ve asked the necessary questions, “Is it important? When does it need to get done? How can I contribute? Why did you ask me? Is there something unique that I can do?” By asking questions, we can figure out what to say yes to.

So, I call these the hero’s journey asks. The hero’s journey asks are the ones that are high effort on our part but hugely beneficial to others. And so, we should say yes to those hero’s journey asks because those hero’s journey asks is what makes work life meaningful.

Pete Mockaitis
Okay. Vanessa, anything else you want to make sure to mention before we shift gears and hear about some of your favorite things?

Vanessa Patrick
I have this concept in the book that most people seem to like, which is called the walnut trees.

Pete Mockaitis
Let’s hear it.

Vanessa Patrick
And so, there are some people, despite your artful no, will not take no for an answer. And so, we need to figure out how to deal with these pushy askers. And in my book, I talk about these pushy askers as walnut trees. There are several descriptors of these kind of people in the literature – pushy people, bullies, etc. – but I choose to call them walnut trees, and I can tell you why.

A walnut tree is, essentially, this big tree with a luxuriant canopy, and it has a root system that spreads out 50 feet. But what it does is that it exudes in the soil a chemical called juglone and it stems the growth of everything around them, and so that’s why I call it that. It’s easier to deal with people when you can recognize walnut tree behavior, and say, “Oh, that’s walnut tree behavior,” when someone is being an exceptionally pushy asker. And there are strategies that you can develop to deal with walnut trees when they are being pushy, including, like we talked about, bringing in technology, delegating the ask, etc.

Pete Mockaitis
Okay. Now, could you share with us a favorite quote, something you find inspiring?

Vanessa Patrick
My favorite quote, and one I say to myself almost every day, is, “Be in demand. Stay in control.”

Pete Mockaitis
All right. And a favorite book?

Vanessa Patrick
I read a lot, so it’s hard to choose. But my favorite book of recent time has been Lessons in Chemistry.

Pete Mockaitis
All right. And a favorite tool, something you use to be awesome at your job?

Vanessa Patrick
QuillBot.

Pete Mockaitis
And what does that do?

Vanessa Patrick
It’s an AI-writing tool.

Pete Mockaitis
All right. And a favorite habit?

Vanessa Patrick
I wake up every morning at 5:15 so that I have some alone time. I thrive on the solitude of the morning and the serenity of the morning.

Pete Mockaitis
Okay. And is there a key nugget you share that really seems to connect and resonate and they quote back to you often?

Vanessa Patrick
“It goes the way you say.”

Pete Mockaitis
All right. And if folks want to learn more or get in touch, where would you point them?

Vanessa Patrick
I’m on LinkedIn, I’m on Twitter @vpatrick23, and on Instagram vanpat23, and my website is VanessaPatrick.net.

Pete Mockaitis
Okay. And do you have a final challenge or call to action for folks looking to be awesome at their jobs?

Vanessa Patrick
Yes, don’t be afraid to say no. Invest in the art of empowered refusal and say no to the things that don’t matter.

Pete Mockaitis
All right. Vanessa, this has been a treat. Thank you and I wish you much luck and fun in all of your refusals.

Vanessa Patrick
Thank you. You, too.