April 2023
Beginner to intermediate
1400 pages
20h 20m
English
3
by Suzanne de Janasz
During a workshop for mid- to senior-level career women, I posed the following scenario:
While in your favorite department store, you spot a very attractive pair of “professional” shoes. You happen to know that starting tomorrow, all ladies’ shoes will be 30% off. What would you do?
Anne raised her hand confidently and responded, “I’d come back tomorrow.” Pivoting quickly, I asked, “What if you’re leaving tomorrow morning for a weeklong business trip?” She then responded with “Um … maybe I’d see if I could order them online tomorrow at the sale price?”
It’s true: not everyone is motivated by a sale price. Similar low-stakes negotiations—like asking your cable company for a better ...