Be a Better Negotiator

In Negotiations classes I taught for a few semesters, the first principle I share is what I call The Rule of Bob.

I once worked for a guy named Bob who had accumulated millions of dollars.  The secret to his success is that he LOVED money.  He had one particular trick for adding to his wealth.  He said “you don’t get nothing in this world without asking.”

He continually asked for outrageous things.  He would ask employees if he could have their bonuses, and many relented because they thought their generosity would win points and bigger bonuses in the future (it didn’t work).  He always asked for free stuff, unusual concessions, and enormous benefits.

423AC6E3-CE05-4560-AB4D-400D178BD244I eventually learned the lesson.  It turns out that a person who WON’T negotiate will be no more successful than one who CAN’T negotiate.

We often fail to ask because we are afraid of appearing greedy or selfish or clueless. Because, for some reason, we value the opinion of strangers more than we do our own selves.

I have lost $640,000 (estimated) because I have been afraid to ask for somthing that should have been mine.  Don’t you do the same thing.


Are you afraid to ask directions when you are lost?

Have you failed to reach your goal in a negotiation because you wouldn’t ask for a concession?

Published by Brock Stout, PhD

Brock has helped many people to be extremely successful. He has lived in various countries and has enjoyed several careers, but is now a writer and a coach. He sustained mild lead poisoning as a child, resulting in neurological damage. The result was a life of learning disabilities, always struggling to keep up. But he completed two degrees from competitive universities, then advised Wall Street executives in Asia for 15 years. He later earned a PhD and worked as a university professor for six years. He has started three profitable companies in between. So he particularly wants to help those with special learning challenges. Because so many of us now have these special challenges, they are no longer special. But they are challenges. He wants you to TEACH YOURSELF how to be successful.

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