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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 44 Il_9781564148605_001_0150_001Don’t Say Yes to the First Proposal

The reason that you should never say yes to the first offer (or counter-offer) is that it automatically triggers two thoughts in the person’s mind. Perhaps the employer is making a low offer to you but doesn’t think for a moment you will accept it. The employer desperately needs you for the job and is willing to pay $100,000. He makes you an offer of $80,000, not thinking for a moment that you will accept it. How does he react when you say yes? His first thought would not be, “Wow, what a great negotiator I am. I could not have got them to accept a penny less.” His first thought will almost certainly ...

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