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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 34 Il_9781564148605_001_0108_001Power Comes From Having Options

Here’s Rule Number One in any negotiation:

Your power is in direct relationship to the options that you have versus the options that the other side has.

At Harvard University they call it BATNA: Best Alternative to a Negotiated Agreement. The side that has the best BATNA has the power in a negotiation. Let’s apply that very sound principle to your relationship with an employer.

Your Value Is Directly Related to the Difficulty of Replacing You

I’ve been applying that rule for most of my life, ever since I started my first business as a resort hotel photographer when I was only 16. I’ve never come across ...

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