Step One is Knowing

In school, we listen to our teachers. At home, our parents. Throughout our childhood, following instructions is praised and rewarded. When we're young, there's value in this. We don't understand how the world works quite yet, so guidance can be lifesaving.

The bias to just accept obviously has drawbacks. Insert old jumping off a bridge adage.

This conditioning is especially strong for kids from lower income households. Their parents are more likely in working class jobs involving strict order-taking. Parents of middle-class households tend to be knowledge workers where influence is essential.

Studies have shown kids from middle-income households are more willing to negotiable with their teachers. They learn from their parents that things are not set in stone. This leads to better grades and learning outcomes when compared to their lower income counterparts who don't negotiable.

In business, if we simply accept things as they are, we would never innovate. In work, we would never get a raise. The first step to negotiating is just understanding it's possible and that it's normal. The status quo is to challenge the status quo.

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Herman Ye

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