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Negotiations

Updated 07/14/2017












    15 Rules for Negotiating a Job Offer  |  Harvard Business Review, Deepak Malhotra                             04/00/2014
    Job-offer negotiations are rarely easy. Consider three typical scenarios:
     1)  
You’re in a third-round interview for a job at a company you like, but a firm you admire
          even more just invited you in. Suddenly the first hiring manager cuts to the chase: “As
          you know, we’re considering many candidates. We like you, and we hope the feeling is
          mutual. If we make you a competitive offer, will you accept it?”

     2)  You’ve received an offer for a job you’ll enjoy, but the salary is lower than you think you
          deserve. You ask your potential boss whether she has any flexibility. “We typically don’t
          hire people with your background, and we have a different culture here,” she responds.
          “This job isn’t just about the money. Are you saying you won’t take it unless we increase
          the pay?”

     3)  You’ve been working happily at your company for three years, but a recruiter has been
          calling, insisting that you could earn much more elsewhere. You don’t want to quit, but
          you expect to be compensated fairly, so you’d like to ask for a raise. Unfortunately,
          budgets are tight, and your boss doesn’t react well when people try to leverage outside
          offers. What do you do?


    This is the biggest
    mistake people make when negotiating salary [Video 1:44] |  MakeIt, Suzy Welch                      07/19/2017


    How to Strike the Right Note in a Negotiation  |  MindTools.com, Rachel Salaman                       07/13/2017
    Unlike a lot of expert negotiators, Corey Kupfer doesn’t believe in using persuasion
    techniques or clever wordplay when he enters into a negotiation. You won’t find him
    mirroring his opponent’s gestures to lull them into acquiescence, or inventing competing
    bidders to gain an advantage. 
That’s because, during his 30 years as a professional
    negotiator, he’s observed that these “surface-level tactics” don’t matter nearly as much
    as what’s going on inside your head.
    The difference between success and failure in a negotiation, he says, is “the ability to do
    the internal work to get to your inner truth, to hold to it and not get thrown off in that
    negotiation, so you truly achieve the objectives that you want to achieve.”