100. When People Say No the First Time, They Often Say Yes the Next Time

Imagine that you are giving a presentation to your local school board. You are part of a group of parents who would like to get new playground equipment. The parent group has selected you to approach the school board and ask for $2000 for the playground equipment project.

At the meeting where you are making the presentation and request, you shock the rest of the parent group by asking for $5000, not $2000. The members of the school board say, “No, no, we can’t possibly spend that much money for playground equipment.” You look disappointed and then say, “Oh, well, we do have a reduced plan for $2000.” They ask to see the reduced plan, and you walk out of the meeting with ...

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