The entrepreneurs, two bright-eyed university graduates, finish their passionate pitch for a revolutionary eco-friendly packaging material. They’ve asked for **£75,000 for 5% equity** of their company. A hush falls over the Den.
Deborah Meaden, without a flicker of emotion, leans forward slightly, her gaze fixed on the young founders. She doesn’t ask a question, doesn’t offer a compliment, or even acknowledge the product’s potential.
“Right. Let’s cut straight to it,” she states, her voice firm and unwavering. “I’m simply not prepared to invest in your business at that valuation. Not even close. So, before we waste any more time, tell me this: Would you be prepared to give me **25% of your company for that £75,000**?”
The entrepreneurs’ faces fall, their initial excitement draining away. It’s a classic anchoring move, setting an incredibly aggressive initial position that instantly deflates their carefully constructed valuation, forcing them onto the back foot before any real discussion has even begun.
