The moment you beg, you’ve told them what it’s worth to you, and they’ll price it accordingly.

LEADERSHIP

WHAT THIS MEANS

Wanting something badly is fine. Showing exactly how badly, in the middle of a negotiation, changes what the other person thinks they can charge for it. Desperation is information, and people price against information. That is why the same request gets a different answer depending on how much need is attached to it.

Before you ask for anything this week, decide what you will do if the answer is no. Having a real second option changes your voice without you trying. Ask once, plainly, and let the request stand on its own instead of stacking reasons on top of it.

A QUESTION TO SIT WITH

Where did wanting something too visibly weaken your position?

MORE IN STRATEGY, SILENCE & POWER

Free, with nothing to buy inside it.