The Art of Persuasion (Collection)

Ask for More Than You Want

Some people will try to beat you down—you know they will. Remember the scene in Monty Python’s Life of Brian where Brian is frantically trying to buy something from a market stall before his pursuers catch up with him. He tries to hand over the money, and the stallholder refuses to deal with him unless he haggles over the price. Sometimes there’s a good reason to negotiate you down, but a lot of people won’t even need a reason.

So you start by asking for more than you want. Then, when they negotiate you down, you still end up where you privately hoped to be. Other people may be alarmed at the scale of what you’re asking. When you drop what you’re asking for they’ll appreciate the concession and the final figure won’t ...