Does head or heart win in Dragons’ Den?

Ralf’s cones game was the best episode of the series so far.

We are taken from the sublime to the ridiculous! I love the pithy common sense Theo Paphitis gives to the emergency window smasher inventor: the kids just won’t be able to resist it! Unfortunately he’s right.

There was lots of common sense stuff going on, but the real skill in winning your investment is to engage hearts not heads.

So how did Ralf, the cones game inventor, win his preposterous pitch? Answer: pit the Dragons against each other. Get them emotional.

Method:  Get “gentle sailor” Duncan Bannatyne livid about the amount of tax-payers’ money wasted on the project.

Next get savvy Deborah Meaden to expose how Ralf, like most of us, cares less when he’s spending other people’s money. Again true. So now seemingly it’s all hopeless? Yes?


The Dragons compete with each other. There is nothing more satisfying than out-witting the others. So Jones and Paphitis donate the money. To me this is hearts ruling heads.

Yes Peter Jones has probably spotted some other potential angle that we are not party to through nifty editing, but surely there was just as much “potential” in the bizarre Peels Cars thing?

Everyone rejected this one earlier, except cards-to-his-chest James Caan.

Common sense, emotion, guile even. Yes that’s business.

About Dr Steve Lewis

See also: what are the 3 Ps of Dragons’ Den? ;

what makes Dragons’ Den Kirsty Henshaw;

Dragons’ Den v Mary Portas – who wins?;

Does Theo Paphitis make sense?

which is the best Dragon?

About drstevelewis

Good leadership is essential for any project to succeed. I specialise in the most difficult leadership challenges; those involving the way we relate to other people or the way they relate to us. With a background of many years in business and an earlier training in medicine I combine the two in a unique consultancy.
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