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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 48 Il_9781564148605_001_0167_001Pressure Without Confrontation

One of the most frustrating situations you can run into while trying to negotiate a salary is with the HR person who claims that he or she doesn’t have the authority to make a final decision. Unless you realize that this is simply a negotiating tactic that’s being used on you, you’ll have the feeling that you’ll never get to talk to the real decision-maker.

When I was president of the real estate company in California, I used to have salespeople coming in to sell me things all the time: advertising, photocopy machines, computer equipment, and so on. I would always negotiate the very lowest price that I ...

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