The Art of the Deal vs The Art of the Ask

Episode Transcript

Speaker 1 (00:29):
Hello, my fellow Americans, and good day to our friends
around the world. This is a political talk show here
on wrm N. Thank you very much for being here,
Thanks for being a part of the show. Thank you
all this weekend for all of the surprises. My goodness,

(00:51):
everybody caught me by surprise Saturday, getting back from covering
the fundraiser. When we came back, they tricked me into
the office, thinking that almost we had been burgled. The
door was open and unlocked. I opened the door into

(01:13):
the offices and sure enough, boom, friends, family, amazing people,
all putting together a surprise. Of course, it's a surprise.
My birthday isn't until Wednesday, but it was great to
see everybody for the day and for the afternoon. Thank you,

(01:36):
boss lady for putting together a fantastic surprise. It was great.
I'm sure we will do some more things on Wednesday.
I've still got a cake that I need to cut
with everybody. Portillo's Digital Marketing sent over two great cakes.

(01:59):
I already ate one of them. It was delicious, and
then we've got another one sitting on the fridge. So
thanks everybody for a fantastic well wishes. Markie b was fantastic.

(02:19):
He got me. I don't know if you remember, right
before Easter, Susie's queue of the day was what would
your adult Easter basket look like? And I said, well,
I don't know, maybe a few guinness with a bow
on it. And sure enough, MARKI b got that for

(02:41):
me and I thank you, sir. They are delicious and
I'm sure I will have some more. He got me
the whole twelve full extended family. Thank you for being here.
This is Monday, It's Monetary Monday, and usually on Monetary
Monday here on April Talk Show, we talk about the numbers,

(03:04):
the facts, the nuts, the bolts, the mechanics, something about
I don't know, kind of the monetary systems, kind of
the way that it flows moves, things like that. We
never really talk about the philosophy or the sociology that

(03:27):
comes around money. There's a lot of value that we
put into money. There's a lot of exchange and flow
and trust that we put into it. And you can
use it as a leverage, you can use it as assistants.

(03:48):
You can use it so many different ways, and you
can get trade done right, deals done, you can have arrangements,
and that is in the heart of it is the
commerce itself, the monetary system, the dollars, the equity, those

(04:14):
are all vehicles. At the end of the day, it's
who do you want to work with? You meet them
anybody else. And so negotiation, persuasion, influence are the cornerstones
of success in business and life. And today we're going

(04:36):
to talk about two different sides. One you've heard about
over and over and over again from nineteen eighty seven,
a book that came out that emphasizes aggressive negotiation and
branding and deal making as routes to wealth and success.

(04:57):
And another one we're going to focus on in the
same era and not a book but a speech, but
focusing on personal development, emotional intelligence, and the subtle art
of requesting opportunities, mentorship and resources. So two arts that

(05:21):
we're going to talk about today. We're going to talk
about the Art of the Deal, which came out in
nineteen eighty seven, and we're going to talk about another
speech in another philosophy called the Art of the Ask,
and that's from Jim Rohan. The Art of the Deal

(05:44):
emerged in the late nineteen eighties as a period marked
by Wall Street booms, corporate rating and consumption. Trump's brand
of business was emblematic of the era, bold, brash, and

(06:05):
un apologetically self promoting. Remember Trump on everything, but his
philosophy was well suited up by his own words, I aimed,
I aim very high, and then I just keep pushing
and pushing and pushing to get what I'm after. Jim Rome,

(06:28):
by contrast, developed his Art of the Ask philosophy through
decades of experience in direct sales and personal development seminars
from the nineteen sixties all the way through the nineteen thirties.
Reflecting his era's values, Ron famously stated, you must take

(06:50):
personal responsibility. You cannot change the circumstances, the seasons are
the wind, but you can change yourself. And so I
want to work with two different ideas of deal making
and asking and exchanging. Our libertarian friends like Rand Paul

(07:18):
will tell you that any exchange, even if it seems lopsided,
is fair because the two people are engaged in it.
If I have a task that I need you to
do to work for me, and I can pay you

(07:41):
two dollars an hour to get it done, that's not exploitation.
That is a consenting deal between two people. But I
think what happens is we never look at how we
got to to the arrangement, how did we make the deal?

(08:09):
The deals there, it is as it stands, it is
in paper, legal or otherwise. It was still an arrangement.
A word, if you will. My father told me your
good name is worth your weight in gold, and so

(08:31):
keeping your word, regardless of what deal has been made
as the cornerstone. And I think we can all talk
about how we want deals made, can we hear? It's
just business. A wise man once told me that if

(09:00):
everybody goes away from the negotiating table unhappy, slightly unhappy,
not depressed or sad, there was a successful negotiation. Somebody
goes away exuberant and this is it I want. I

(09:22):
took everything, this is there. There are some people going
the other direction. So that's what we'll talk about today,
are the two different sides of deal making and asking
and tasks and negotiations. We'll step a little bit away

(09:44):
from the normal mechanics of what we usually do, the
normal statistics. We'll talk a little bit more about how deals,
how barter, how trade is done in every level. And
we'll talk about two different strategies. One that emphasizes branding, leverage,

(10:10):
negotiation and the other one that works on you and
how people want to work with you because you have
the confidence and you have the expertise and you have
the courage to ask more. A political talk show coming

(10:34):
up here on WRM N after this. Welcome back to

(11:12):
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(11:35):
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We've got a couple socks games going on this week.
Stick around here on WRMN. We've also got magnets, So
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when to tune in to wr I'm in radio, Hey, Brandon,

(12:19):
we see you out there. Thanks a lot for being here, Cleveland.
Dennis comes in Jim Rohan for things to change. You've
got to change, Cleveland, Dennis. That's right.

Speaker 2 (12:41):
MJ.

Speaker 1 (12:41):
Put it starting with the man in the mirror, and
I want to play a little bit for you. I
stumbled upon a video in my travels through the internet,
right trying to be a better orator for you all.

(13:05):
And so I keep following on these sales, the sales videos,
how to be a better salesperson, how to speak better,
how to ask the right questions, how to not be
I don't know, taken aback from questions that are asked
of you, and so the sales stuff, I don't know,

(13:29):
maybe the universe trying to tell me I need to
get back out there sell some things. But Jim Rohn
came up. It was a video called how to Get
Whatever You Want, and I was posted on a YouTube

(13:49):
channel called grind Buddy. I'm sure they've got multiple different
people haven't really looked into them too much, but a
lot of it was because what triggered me with it
and what brought together this was the art of asking.

(14:12):
And of course we've heard a lot of the art
of the deal, make a deal. Of course, every deal
begins with an ask or whatever it is. Cleveland Dennis
comes in on YouTube says, you need to be sure
to ask for the business, absolutely, Cleveland Dennis. You have

(14:42):
to be able to ask. You have to be able
to start the process, and that always starts with what
do you want? If deals being made need to begin

(15:03):
with an ask, and an ask needs to be done
with the intent of what you want. What you want
then requires self reflection, and self reflection is different than
taking inventory of what you have. It's equity, that's leverage.

(15:26):
Self reflection is what do you want? How do the
things that you have get to you what you want?
How do the things that other people have get to
what you want? And the art of requesting opportunities, mentorship
and resources still begins that way. So the deal is

(15:51):
the end, The deal is the thing that gets done.
The ask is the beginning. And when I started to
think more about the comp contrasted the art of the
deal versus the art of the ask. You start to
look at the roadmap of negotiation and in true a

(16:16):
political talk show fashion, we're not going to talk about
the specifics you know, I know about the negotiations, the trade,
the art of the deal that is happening right now.
I don't need to belabor it. It just adds to
the confusion. I want to add to the solution. So

(16:39):
I'm going to play you a little bit of the
video that I've got, and the intro of it is
a perfect beginning to start this conversation. A person like
Jim Rome, who started out and grew up in the
Great Depression. I believe he was born in the nineteen thirties, Yes,

(17:08):
in Washington. But both of these men came into their
negotiating or expertise type of side in that eighties and nineties. Now,

(17:29):
obviously Rowan was a little bit closer or a bit sooner.
Can't get them all to line up. And so the
comparison of the age of the self help books. I

(17:54):
was a child in the nineties, but I still remember them,
the different diets that came out, the different ways to
raise your children, the different ways to work on yourself,
the yoga boom. And so let me play this really

(18:17):
quick for you. This is a fragment from the nineteen
eighty one seminar Front in California. A challenge to succeed
in the video, Jim Rohan talks about the importance of asking,
the art of asking, How.

Speaker 3 (18:40):
To get whatever you want. That's the title of the
next set of notes, how to get whatever you want.

Speaker 1 (18:45):
Here's what it says. If you're ready, it says, ask.

Speaker 3 (18:55):
That's it.

Speaker 1 (18:58):
End of notes asked.

Speaker 3 (19:04):
If there's one art in life to learn extremely well,
that's got to be one of them.

Speaker 1 (19:08):
The art of asking.

Speaker 3 (19:13):
What does ask me? Ask me what do you want?
And the formula staggering It says, ask and what a
guy ought to look into that.

Speaker 1 (19:30):
Ask and you shall receive? Oh my goodness. So we're
going to talk about that. We're going to talk about
how knowing what you want and the other person now
knowing what you want helps that deal to be made.

(19:50):
Of course, we all want a deal made, but it
takes legwork, and it takes communication, and it takes a question.
And how do you find that question? Will you find
it by knowing what you want? And you find that

(20:10):
by knowing yourself and where you're at. When you can't
understand where somebody comes from a negotiation, a lot of
times it comes from them not knowing what they want. Either,

(20:31):
be directing what you know, know your truth and know
what you want and you'll be able to ask for
the right thing. More a political talk show here on
a motivational monetary Monday. Stick around news and weather at

(20:52):
the bottom of the hour. We'll be back at thirty four.
Set your clock to it. Hello, and welcome to a

(21:37):
political talk show on WRMN. I appreciate you being here.
I appreciate you being a part of the show. Those
of you on YouTube right now, go ahead and make
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(21:57):
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in that search. A political talk show. My name is DENNISONA. Green.

(22:19):
We are talking about the Art of the Deal by
Donald Trump and Jim Rowan's Art of the Ask. Now
we all know the philosophy behind the Art of the Deal,
or at least what we've been put out. I haven't

(22:40):
read the book. I suppose I should, but I'm looking
for a ghost reader if people know anybody. So the
philosophical foundations Trump's philosophical or his philosophy, rather around the

(23:01):
concept of leverage. Success is achieved by positioning oneself advantageously
and pressing every advantage relentlessly. President Trump captures this principle
with his quote leverage, don't make deals without it. Roan's

(23:29):
philosophy is rooted in the belief that success is a
byproduct of asking the right questions and requesting help, knowledge
and opportunities. As Rowan put it, formal education will make
you a living. Self education will make you a fortune.

(23:56):
And now in the negotiating style, you can see all
of these different strategies. But it's back to that confidence. Now,
whether you put on that confidence and people assume the
confidence where people heard about the confidence, but it's all

(24:16):
still being able to perform it. You still have to
have that confidence. It's up to you if that confidence
is put on in the morning, or if that confidence
is just you and we've seen it the self educated

(24:39):
of themselves and knowing what you want. There's always chaos
in a negotiation when one party doesn't know what the
other one wants. Think about it, this way, you're working

(25:02):
behind the counter of a deli. Then the customer comes
in and says, I want a sandwich. Okay, what kind
of sandwich would you like? Well, I came into the shop.
It's a great sand it's a great place. I would

(25:25):
like a good sandwich. Oh, sir, they are all good here,
all good sandwiches. But what kind of sandwich would you like?
Probably one with bread? And do you see the frustration?

(25:49):
Do you understand why sometimes it takes me a while
to order from the menu. I'm sorry, it took me
fifteen minutes. This isn't a call out just for you
and that one particular sandwich shop. Well, we have to
think about the negotiating style the trade the barter. President

(26:11):
Trump favors the aggressive, sometimes even confrontational, negotiating style. The
final key is the way I promote bravado. Roland conversely,
focuses on relationship negotiation, building trust, showing vulnerability in pressing

(26:35):
I'm sorry, presenting asks as mutually beneficial opportunities. I'm going
to bring my libertarian friends back into the conversation. Thanks
for being here, guys. And that's their core principle of
the lase fair economy. Is that the regulations are more

(27:03):
of guidelines and you are free to do whatever trade
that you would like, even from the outside if it
seems one sided. And so both opportunities fit within that
framework of deals being freedom. But it's how do you

(27:30):
get to that deal. It's the journey from the ask
to the deal. And again, what does it start with? Knowing?
President Trump promotes taking bold risks with high potential and payoffs.

(27:56):
Failure is seen as part of the game, as the
President noted, money was never a big motivation for me,
except as a way to keep score. The real excitement
is playing the game. And so what you're looking at

(28:23):
when you have that negotiation. And I don't doubt that
Jim Rowan had the same thing where he loved the game,
he loved the contribution. But one of them gets the
deal done by presenting asks as mutual beneficial opportunities and

(28:51):
the other one is based off of leverage power. Again,
it's for you to decid, not me. I'm just explaining it.
Both strategies work. You don't go around teaching for thirty

(29:12):
years about sales and being a motivational speaker without it working,
and you don't become president of the United States twice
without it working, so they've both been proven to work.

(29:33):
Jim Rowan teaches calculated risk taking with a heavy focus
on personal preparation and incremental growth. He stresses daily discipline
when he said success is nothing more than a few
simple disciplines practiced every day. Back to that zen business,

(30:00):
this man, and.

Speaker 2 (30:05):
It depends a lot on the next deal and the
next deal, on how the first deal went, and so.

Speaker 1 (30:20):
The art of the deal and the art of the ask.
Maybe two sides of the same coin. Maybe one is
softer than the other, and maybe one is more aggressive.
But the duality, even of our own species, tells us

(30:45):
we use the proper tool for the proper situation. We'll
go more into a bit more of the cooperative and
mutually beneficial side versus the aggressive leverage dog eat dog

(31:08):
Evolution of the monetary system. Here on Monetary Mondays, a
political talk show wrm N. Welcome back to WRMN. This

(31:52):
is a political talk show at WRMN fourteen ten AM
and WRMN fourteen ten dot com. Those of you on
YouTube are watching WRMN Radio. Ghet that like and subscribe
over there. Join the literal thousands, thousand plus marching along

(32:16):
every day, creeping along, ever climbing with that number. It
never goes down. So crazy, going up, going up, the
best success, always winning, right, can't wait to be sick
of it. When we come back for the second hour,

(32:38):
we're going to be talking about the news, some blind
spots that we need to be talking about smart car driving,
a new front in the China car wars. Got a
lot of different news to go over. Glad to do

(32:59):
it with. Got that in the second hour, But we're
going to finish our comparison of the Art of the
Deal and the Art of the Ask. Jim Rowan never
wrote a book called The Art of the Ask, and

(33:19):
Trump published a book The Art of the Deal, which
influenced a generation of entrepreneurs who admired aggressive capitalism. His
approach helped popularize the notion that bold, even ruthless, negotiating
tactics were necessary for big success, the big short all

(33:43):
of the other things. Isn't there one an older one
of the oil? I know he didn't put that together,
but the aggressive side of things, I'll drink your milkshake.
I can't remember the name of that movie us the quote,
but Jim Rowans Art of the Ask contributed to a

(34:07):
more cooperative economic model, especially when within the gig economy
and the startup culture's been in. A few startups got
a great opportunity to hand them over. But starting up,

(34:31):
you see that it's an all hands on deck. It's
more of a cooperative side versus I'm the big dog.
You will do what I say, which I'm sure works
on a scale of the more established businesses, legacy businesses,

(34:54):
if you will, you start to see that culture even
here in our own local side. I'm sure those of
you that work for a corporation and have also worked
for a small business, you know that you treat both

(35:16):
entities differently, and maybe that's the secret sauce. Maybe that's
the change. That's where we can start to put in
the right tool for the job. Harvard Business School professor
Deepak Mahotra said Trumpian negotiation often secures short term wins

(35:44):
at the potential cost of long term relationships. Leadership coach
Simon Snack noted Jim Rowan's legacy isn't fortune he amassed,
but the fortunes he helped others create through his mentorship

(36:05):
in the asking process. And that's where we bring Gandhi
into this. I know he was a lot but before them.
But one of the great quotes, great motivational quotes in
the pseudo Motivational Monday be a bit more upbeat despite

(36:29):
the delivery. Gandhi has said, the true measure of a
leader is not how many followers they have, but how
many leaders they make. And it's funny that even in
this time of social media, even in this time of

(36:52):
likes and follows and digital accolades, it rings almost more
true that the true measure of a leader is not
how many followers they have, but how many leaders they make.

(37:14):
How many people have you worked with and done business
with that you don't do business with anymore? Okay, maybe
you don't do business on that scale. Maybe you lent
somebody a couple hundred dollars. It's back to would you

(37:41):
do with that business again? Short term and long term
consequences for deals, The Road of the deal, the Ask
of the Deal. I guess I should type of this podcast,

(38:06):
but in a Trumpian deal short term, President Trump's methods
often deliver high impact results. Long term, the fallout can
include reputational damage and of course, the legal troubles we've
seen now. Rowan asking short term asking without leverage may

(38:34):
feel slow. Long term, it builds sustainable success through strong networks.
How does it do that with little asks foot in
the door. And if you're taking the Rowian approach of asking,
and you're taking that philosophy, those little deals snowball, that

(38:58):
relationship grows. I asked you a question. You have those
people that you will not do business with anymore? Let
me ask you another question, do you have those people
you will do business with forever? And So this is

(39:20):
what we talk about when we talk about reputation, when
we talk about building economic networks, when we talk about
building a team. When we look at these things and

(39:42):
we take possibly a hybrid approach of getting the boldness,
getting the confidence, getting the high impact results, but taking
it from an emotionally intelligent side. You may be taking

(40:08):
this in a great professional one two punch, but in
today's interconnected and rapidly evolving economy, Rowan's art of the
ask is increasingly vital. Long term success hinges on emotional
intelligence and networks than it does from isolated big wins. However,

(40:33):
President Trump's art of the deal retains value for the
high stake scenario requiring that assertive negotiation. The strategic recommendation
is to master both. I know you didn't want to
hear that. Those of you that I don't know maybe

(40:56):
play for one team or the other, or at least
root for one team or the other. The bold deal
making of Trump and the relational asking of Ron for sustainable,
resilient success in the twenty first century century. Thank you man,
I almost nailed it. Thanks for listening to this hour

(41:19):
of a political talk show. In the next hour, we're
going to go into the blind spot. We're going to
pick some of these topics and things that are out
there that are not covered from either side. Now I
may go into my rant on factuality and bias, so

(41:43):
stick around for more of that. We'll definitely go through
some of these headlines that are here. If you want
to jump into the conversation, the chat is heaten up.
Why well, because Elliott Serrano has jumped in and I
get a notification, right, Elliot Serrano has joined the chat.

(42:05):
Jump on in. Let's get some great conversations going on.
Because we all live in echo chambers. We want to
make sure that we're listening to each other. More a
political talk show coming up after the top of the
hour news, some weather. We'll go over that blind spot

(42:28):
and hit some headlines. Find us at YouTube, at WRMN
Radio text us in that line, still working five oh five,
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for today to get a hold of us is on
that YouTube side. We'll see you on the other side.

(42:49):
Check out the podcast I Forgot