There are two versions of yourself:
Version 1: The version where you land that promotion, get the raise, secure the sale, snag the reservation, convince your spouse on that new TV—or just about anything else you’re aiming for!
Version 2: The version where you don’t achieve any of the above.
What’s the difference? Just one simple “skill” that most people never fully develop—negotiating.
But don’t worry if negotiation doesn’t come naturally (it certainly didn’t for me). All you need is this unusual technique I use to make sure I’m always the successful Version #1 of myself, and it couldn’t be simpler…
I call it the “thin end of the wedge,” a technique that has rarely failed me, no matter the goal.
The beauty of this approach is that it taps into a surprising principle of human behavior.
Here’s how it works…
Imagine a big opportunity has come up, but it takes place in the middle of your workday on Friday. Your goal is to convince your boss to give you that day off.
Potential approach #1: You walk into your boss’s office and say, “Can I take Friday off?”
Since your boss usually requires requests to be made weeks in advance, they turn down your request.
Potential approach #2: You go in and ask, “Can I leave 5 minutes early today to drop by ‘so and so’s’ office?”
Your boss is likely to say yes to this small, simple request.
Here’s where this technique gets powerful: once your boss has said “yes” to a smaller request, they’re now much more inclined to say “yes” when you ask for that Friday off.
The trick is simply getting a “small yes” before asking for the “bigger yes.”
This approach works with remarkable consistency!
Think about how often it’s been used on you. You’ve likely signed up for a “free trial” and then ended up purchasing the full version afterward, right?
It’s the same concept—the “thin end of the wedge” in action.
So ask your spouse if you can use some shared funds on a new lamp before suggesting that new TV. Or ask your boss to include you in a few more meetings before requesting a raise.
By doing this, you’re giving yourself a much better chance of success—all due to human nature!
And if you need a bit more persuasion power, add a benefit for the other party when you ask for the “big yes.”
For example, “If I get that raise/promotion, I’ll be expected to take on more responsibilities, which means I can take some tasks off your plate, freeing up your time!”
Or, “If we get that new TV, you’ll get to watch your favorite shows in high definition!”
So next time you’re in a situation that calls for negotiation, try this approach:
1. Use the “thin end of the wedge” technique to secure a “small yes” before aiming for the “big yes.”
2. When asking for the “big yes,” highlight how it benefits the other person.
This simple trick could be all it takes to become the version of yourself that achieves every goal.
