If You Don’t Ask You Don’t Get. The Everyday Truth About Negotiation
You’ve probably heard the saying “If you don’t ask you don’t get.”
It’s one of those truths that’s so obvious, it almost sounds throwaway. But behind that simple phrase lies one of the most powerful habits you can develop, not just in life but in business, procurement and negotiation.
Let’s start small.
The Coffee Shop Test
Picture this: you’re in your favourite café. You order your usual coffee, but this time you notice the muffins on the counter. You’ve been a good customer for years, always polite, always paying full price.
You think to yourself I wonder if they do a coffee and muffin deal? Most people won’t ask. They’ll just pay, smile and move on.
But let’s say you do ask:
“Any chance you can throw in that muffin for a couple of bucks with the coffee?”
Worst case, they say no. Best case, you get the muffin cheaper, maybe even spark a new regular deal.
The act of asking changes the dynamic. You’ve signalled interest, opened the door, and given the other side a chance to say yes to something they may have been willing to do all along.
Why People Fear Negotiation
The reason people don’t ask is fear.
Fear of looking cheap. Fear of being told no. Fear of damaging the relationship.
But whether it’s a muffin or a million dollar piece of equipment, asking is the starting point for value. It isn’t about being pushy, it’s about being clear on what you need, so the other party has a chance to meet you halfway.
From Coffee Counters to Container Yards
Now zoom out. Say you’re sourcing compressors for a mining operation.
If you ask only “What’s your price?” you’ll get exactly that, a price.
If you ask “Here’s what I need, here’s my timeline, here’s the volume I can commit to, what can we do on pricing and terms?” you’ve shifted the conversation.
That’s when negotiation in procurement becomes strategic. You’re not chasing a discount, you’re creating conditions where both sides win.
The Art of Negotiation. Beyond Just Price
Good negotiation isn’t only about cost. It’s also delivery speed, payment terms, warranties, after sales support, and even relationship capital.
The key is knowing what matters most to you and to them. In the café, it might be moving muffins before lunch. In industry, it might be reducing downtime or securing long term supply.
The video below explains it perfectly – credit ‘Little Bit Better’
Knowing Your BATNA in Negotiation
This is where BATNA comes in, your Best Alternative to a Negotiated Agreement. Simply put, it’s your backup plan if the deal on the table doesn’t work.
If you negotiate without a BATNA, you risk agreeing to poor terms just to get a deal done. But if you know another supplier can deliver in two weeks, or you’ve lined up a hire option, you negotiate with confidence.
A strong BATNA gives you power to ask for what you need, and walk away if it isn’t met. It also signals to the other side that while you value their offer, you’re not dependent on it. That balance creates space for fair play.
Fair Play in Negotiation. Why It Matters
It’s tempting to treat negotiation like a battle, your win is their loss. But in procurement, fair play is one of your strongest currencies.
If you squeeze a supplier to the point they’re barely covering costs, you may “win” today, but what happens when you need them to pull strings in a crisis?
Suppliers remember. Just as customers remember who gave them the muffin deal when they asked.
Fair play doesn’t mean giving up value. It means respecting their need to make a fair profit, just as you need to protect your bottom line. Both sides should walk away feeling invested in the outcome.
Everyday Practice Makes Negotiation Natural
The “If you don’t ask you don’t get” mindset can be trained in everyday life:
-
Ask your gym to freeze your membership, instead of cancelling.
-
Ask a restaurant for a set menu, for a group booking.
-
Ask your supplier to include delivery in the price.
-
Ask if longer payment terms are possible, for larger orders.
Each time you ask, you build the muscle of curiosity and confidence. That habit carries through when the stakes are higher.
Negotiation With Purpose in Procurement
In industrial procurement, negotiation is never random. It’s deliberate. Before you send an RFQ, know:
-
Your leverage – volume, repeat business, fast payment.
-
Their pressure points – end of quarter targets, excess stock, market entry.
-
Your boundaries – non negotiables on price, lead time, quality.
Armed with this, your ask gives them a clear choice: “Yes we can do that” or “No but here’s what we can offer.”
The worst outcome is no. The best is more value than you expected, and a stronger relationship.
Let’s Work Together
We don’t just supply products. We deliver confidence, efficiency and measurable value. Whether you’re in mining, industrial supply or a small trade business, Avenida Australia is here to simplify procurement and protect your bottom line.
