A Lesson in Negotiating

Updated insider information by Chellie Campbell, author of “The Wealthy Spirit: Daily Affirmations for Financial Stress Reduction”


333-November 29

“Everything is worth what its purchaser will pay for it.”—Albert Einstein


Sarah Edwards, with her husband Paul, has written many books on creating the life you want to live, including Working from Home,Secrets of the Self-Employed, and The Practical Dreamer’s Handbook. Years ago, she called me to say that a local department store was looking for speakers for a series of events and she had given them my name. I thanked her for alerting me to the opportunity, and when they contacted me, the department store representative asked what my fee was. When I said, “$1,500,” she explained that it was a trial program and they didn’t have a large budget. But it would be great publicity and exposure for me in my local area. Would I be willing to negotiate my fee? I agreed, and discounted my speaking fee to $1,000.

Sarah called me back a few hours later and said that they were asking her to speak as well, and wanted to know the amount of fee they were willing to pay. Speaking fees are very diverse, and it is often difficult for speakers to know what kind of budget the company has in mind. If you ask for too little, you don’t look professional and if you ask for too much, you can price yourself out of the market. I was happy to share with her my negotiations with them, since she had gotten me the job.

She called me back two days later, laughing on the phone. She said she just had to tell me this story. Knowing that I had lowered my price for the department store event, and figuring they would try to negotiate with her as well, she decided to ask for more to begin with. So she told them her price was $2,000 and settled for $1,500. But that wasn’t all. The next day, another friend who had also agreed to speak for them called Sarah to compare notes on pricing, too. That woman had said her price was $3,500 and settled for $2,500! It was a perfect lesson in negotiating.

Look again at your price. Who picked that number?

Today’s Affirmation: “I am worthy of glorious abundance!”

Sometimes you have to give marching orders to the Universe.

Let me explain:

A woman who had enrolled in my 8-week course and paid in full up front, had to cancel at the last minute less than an hour before class was due to start. Although I have a “no cancellation” policy because I think it’s important for people to keep their commitments, I made an exception due to her circumstances, and refunded her money.

But I was now out $2,000, and I didn’t have any time to try to arrange for someone else to take her place. Harumph. I was miffed.

So, I gave the Universe my marching orders:

“Hey, Universe! I just lost $2,000 through no fault of my own. So you owe me $2,000 now. I’m off for the weekend to Pechanga Casino with my buddies, and I expect to win at least $2,000 there!”

I have done this before and I know it works. I am very lucky. I affirm my luck all the time. I visualized winning jackpots, winning at poker, and having fun!

The very next day I arrived at Pechanga, and started playing penny slots. I was sitting at a machine that’s one of my favorite types (Roman Tribune), and I really like the graphics. But it wasn’t really paying off. All of a sudden, I heard a voice in my head say, “Chellie, this machine isn’t doing the job. Although you like the graphics, the machine on your left pays off more often. The purpose of this is to win money, not enjoy the pictures. So move over!”

So I picked myself up and sat down at the machine on my left (China Shores). I think it was about 5 minutes later that I hit it for about 100 free games. During that, I hit one of the biggest symbols covering the entire screen, and won $960 on that spin alone, but then I hit it for another 300 free games! I was stunned. It kept paying off and ended up paying me $1,771!

Well, I felt really great about that, I can assure you. So now the Universe had paid its bill to me, and I happily went off to play another machine…and won another $1,250!

When I got back from Pechanga and back to work, I got another participant in my workshop, too. So that was another $2,000…which means the Universe paid me $5,021 instead of the $2,000 I asked for.

I feel another affirmation coming on…”The Universe always pays my bills in full, and ends double and triple the amount I ask for!”

*Note: With gambling as with other entertainments, have a budget for it, stick to it, and then you’ll enjoy yourself, win or lose.


Prosperity is a habit. You have to practice it every day.

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Chellie Campbell is a Financial Stress Reduction® Coach and the author of The Wealthy Spirit, Zero to Zillionaire, and From Worry to Wealthy. She is one of Marci Shimoff's “Happy 100” in her NYT bestseller Happy for No Reason and contributed stories to Jack Canfield’s books You’ve Got to Read This Book! and Life Lessons from Chicken Soup for the Soul. Past president of the LA Chapter NAWBO, she was "Most Inspirational Speaker" by Women in Management and "Speaker of the Year" by the Association of Women Entrepreneurs. She does daily inspirational videos in The Wealthy Spirit Group on Facebook.

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