“Always ask for the things you want, even if you don’t think you can get them.”
This advice is given by Dr. Gaylen Paulson, a McCombs School of Business Professor of Management and now the Associate Dean and Director of Texas Executive Education, in every Negotiation course that he teaches. For one Forbes writer, it was one of the most effective and influential pieces of advice he has ever heard.
Kevin Ready writes about his memorable experience in Dr. Paulson’s course in a recent article on Forbes, titled “A Simple Strategy To Get More Of What You Want.” Ready recounts how he was able to amass about $22,000 in only 30 days by employing the simple yet powerful idea of always asking for what you want.
Ready challenges readers to try the same, to look for opportunities in which you can ask for something extra, such as a lower price or a better deal. Ready writes, “You will be surprised at the number of situations in which you get a ‘yes’ — which is a powerful lesson.”
Dr. Gaylen Paulson continues to teach negotiation techniques and strategies in The Art and Science of Effective Negotiation, a two-day open enrollment program at Texas Executive Education. He also teaches in Advocacy: Championing Ideas and Influencing Others and Maximizing Mental Agility to Improve Creativity.