O'Reilly logo

Secrets of Power Salary Negotiating by Roger Dawson

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 45 Il_9781564148605_001_0154_001Flinch at the First Proposal

Power Negotiators know that you should always flinch— react with shock and surprise—when your potential employer makes the first proposal.

Let’s say that you are in a resort area and stop to watch one of those charcoal sketch artists. He doesn’t have the price posted, so you ask him how much he charges, and he tells you $15. If that doesn’t appear to shock you, his next words will be, “And $5 extra for color.” If you still don’t appear shocked, he will say, “And we have these shipping cartons here, you’ll need one of these too.”

Perhaps you know someone who would never do anything similar to that because ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required