Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts

Negotiating is Not Begging

One important piece of information you will take away from this book is that there is a big difference between negotiating and begging. A man called my office one day and said to my assistant, “I want to attend Michael Lee’s negotiating seminar, but I don’t want to pay the regular price of a hundred and ninety-nine dollars. I only want to pay ninety-nine.” My staff person, who is quite well trained, said, “Why should we give you a hundred-dollar discount?” He responded, “Well, it’s a negotiating class and I’m negotiating.” My assistant then just repeated the price of the program, at which point the gentleman hung up.

Unfortunately, we never heard from the caller again, because he really could have used the course! ...