Ask for More!

Roger Dawson is a Power Negotiator - head of the Power Negotiating Institute, Roger travels the world bringing thousands of eager listeners to their peak potential by enhancing their negotiating skills. It is little wonder that he is rated amongst the top speakers and motivators in the world.

A few weeks ago I was privileged to have Roger as a houseguest and to introduce him to my favorite Golf Course (rated as one of the best in the country also). I have long been an admirer of his dynamic approach to selling. We first met in Australia some 15 or more years ago. As we 'mulliganed' our way around this magnificent canyon course I asked Roger to 'share' a key piece of advice that I could pass on to you, my readers. He told me this story:

"There was once a very old couple who lived in a dilapidated thatched hut on a remote Pacific island. One day a hurricane blew through the village and demolished their home. Because they were much too old and poor to rebuild they moved in with their daughter, her husband and their four children. The daughter's hut was barely big enough for her family let alone the in-laws.

In desperation the daughter went to ask the advise of the wise person of the village.

She explained the problem and asked what she should do?

"Do you have chickens? The wise person asked.

"Yes," she replied. "We have 10 chickens."

"Then bring the chickens into the hut with you."

This seemed ludicrous but she followed the wise person's instructions. The move naturally exacerbated the problem and the situation soon became unbearable as feathers and foul words flew around the hut. She returned to consult the wise person.

"Do you have pigs?"

"Yes" she replied, "we have three pigs."

"Move them into the hut with you."

Life became unbearable, 8 people, 10 chickens, and three pigs.

The next day, fearing for her family's sanity, she approached the wise person.

"Please," she cried, "we can't live like this. Tell me what to do and I'll do it, but please help us."

This time the wise persons response was equally puzzling, but easier to follow.

"Now remove the pigs and chickens from your hut."

She quickly evicted the animals, and the entire family lived happily together for the rest of their days.

The moral of the story is that a deal always looks better after you throw something out!

Roger's advice, and it's stood me in good stead since he shared it with me 15 years ago, is "Always ask for more than you expect to get".

Here are Roger's Key points to remember:

Ask for more than you expect get. For 5 reasons:

1. You might just get it.
2. It gives some more negotiating room.
3. It raises the perceived value of what your offering.
4. It prevents the sale from deadlocking.
5. It creates a climate in which the other side feels that they won.