Chapter 53 Taper Down the Size of Your Concessions
In extended negotiations over compensation, be careful that you don’t set up a pattern in the way that you make concessions. Let’s say that you’re negotiating salary and you’ve gone into the negotiation with a price of $90,000, but you would go as low as $80,000. You have a negotiating range of $10,000.
The way in which you give away that $10,000 is very critical. There are several mistakes that you should avoid:
Making the final concession a big one.
Giving it all away ...