Dear Subscriber & Friend,

I don”t know — maybe you’ve already heard about this persuasion trick. When it was used on me a while back, I fell for it hook, line and sinker. It was at that point that I realized just how powerful a persuasion tactic this is.

It’s almost too simple to believe, but it really works.

About Three Years Ago…

I was negotiating the purchase of some “primo” property in Florida and I was the seller. The buyer and I were going back and forth, trying to come to some agreement on terms. I knew how desirable the property was… I knew exactly what I had… and I wasn’t giving an inch on the terms. 

The buyer didn’t say it at the time — but I knew he thought I was being unjustifiably rigid. Eventually, we got some of the terms hammered out, but not price.

When things got heated and the price became the sticking point, that’s when the buyer pulled out his ace in the hole.

I gave him the price. He flinched a little bit and came back with…

“I’m Just Not Comfortable Paying That Much”

Almost reflexively, I asked him, “So what are you comfortable paying?”

I hadn’t really planned on budging on price, but I had now opened myself up to entertaining his new price. It was too late – I had commited to trying to relieve his “discomfort.” In hindsight, I can desribe that moment as an invisible “power batton” had passed rom me to him. Somehow, he had gained the upper hand.

I’ve thought about this long and hard and I’ve concluded the reason “I’m just not comfortable paying that much” worked so well for the buyer was because, in general, people don’t like being in uncomfortable situations. We naturally want favorable, positive, relaxed outcomes. By telling me he was “not comfortable,” that somehow triggered a knee-jerk reaction that made me want to difuse the negative situation. Him being “not comfortable” created an uncomfortable situation for me.

I’m no shrink, but that’s my amateur assessment and I think it has a lot of merit to it.

What I find fascinating is the “I’m not comfortable with…” response works in almost any situation and in any setting. It works in business and in personal life… whether you’re a buyer or seller… whether you’re dealing with your kids or with adults.

Of course, you won’t always get what you want using this tactic; but I’ve found that by telling people,“I’m not comfortable with… (fill in the blank)” it will at least create an opportunity to empahsize and strengthen your position, which is sometimes all it takes to win.

Believe me, it’s amazing how people respond to this. Test it out and let me know how it works for you.

And, like I said, you can use this simple phrase to negotiate better deals, get more money or just turn the balance of power in your favor.

P.S. – The deal was ultimately completed for a price lower than what I had expected. Lesson learned.

Until next time…