3

Asking with Confidence

You know by now that I’m close with my folks, who modeled for me some of the fearless, insightful behavior that influenced my success as a negotiator. One purchase that my mom spurred me to negotiate illustrates the importance of Asking with Confidence and the elements of doing that.

Callaway Gardens is a lovely resort just south of Atlanta that’s perfect for a family getaway. Mom and I were in some antique stores when she saw a piece of art and a flower arrangement that she loved.

“Molly, I really want both of those, but it’s nine hundred bucks,” she said to me. “I don’t want to spend that kind of money. Maybe five hundred, but not nine hundred.”

I went over to take a look. The picture didn’t do a lot for me personally, ...

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