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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 51 Il_9781564148605_001_0186_001Trading Off

The Trade-Off Gambit tells you that anytime the other side asks you for a concession in the negotiations, you should automatically ask for something in return. Let’s look at a couple of ways of using the Trade-Off Gambit:

Il_9781564148605_001_0186_002 You’re a physician and you’re being promoted to head of your department at your hospital. The president says to you, “Would you be willing to sit on the ethics committee?” You respond with, “If I did that for you, what would you do for me?”

You’re negotiating a compensation package for your new job as regional ...

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