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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 40 Il_9781564148605_001_0130_001Time Pressure

Time pressure plays a part in every negotiation, but it has special significance when you are negotiating compensation.

Your children know about time pressure, don’t they? If they want something, when do they ask for it? Just at the last moment, right? Just when you are rushing out the door for an important meeting and you’re already late—that’s when they know they have the best chance of getting what they want. Why? Because it’s easier to give it to them than to take time talking about it.

People become flexible under time pressure. When employers are not under any time pressure to get you on board, it’s hard to negotiate ...

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