Chapter 45 Flinch 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 ...