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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 43 Il_9781564148605_001_0142_001Ask for More Than You Expect to Get

One of the most important negotiating gambits is to have the courage to ask for more than you expect to get in the negotiations. If you’re hoping to get a 10 percent increase in pay, you’re better off to ask for a 20 percent increase in pay, and then be willing to back down from that position. If you’re applying for a new job that offers $80,000 and you’re thinking of asking for $100,000 and settling for $90,000, you’re better off to ask for $110,000.

International negotiators say there are many more reasons for putting a proposal on the negotiating table than the thought that the other side might ...

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