Negotiating can increase your base pay — and your job satisfaction.

There are many interview questions that inspire dread in an interviewee — from “What’s your greatest weakness?” to “Tell me about yourself.” But one in particular is especially complicated: “What are your salary expectations?” If you go too low, you might end up making less than they’re willing to pay. But if you go too high, you could price yourself out of the job. In this piece, the author offers practical strategies for how to approch this question along with sample answers to use as a guide.

Negotiation experts have long confirmed the intuition that that being warm and friendly pays off at the bargaining table. Recent research finds that people also tend to believe niceness will buy them better deals — but when put to the test, this prediction turns out to be wrong. It appears that being firm can sometimes lead to better deals, at least in a distributive or single-issue negotiation, than being warm.

My 3 least favorite negotiation sayings. 👇🏿👇🏿👇🏿 1. A good deal is one where both sides leave unhappy. 🔹 It leads people to think that unhappiness... 15 comments on LinkedIn

Kwame Christian

Stuff to actually say out loud.

https://youtu.be/QgV7uR88h9g

Sometimes the best way to create buy-in is to move away from driving for a "yes." Chris Voss shares the communication skills of how to create buy-in using "no".

Job-offer negotiations are rarely easy. Consider three typical scenarios: You’re in a third-round interview for a job at a company you like, but a firm you admire even more just invited you in. Suddenly the first hiring manager cuts to the chase: “As you know, we’re considering many candidates. We like you, and we hope […]

Before getting to yes, strive for “that’s right.”

Adam Galinsky of Columbia University Business School teaches you how to negotiate salary.

Canny negotiators know that people respond to anchors. If you tell me that your baseball card is for sale for $18, I'm unlikely to offer you $3. Your offering price anchored the conversation. The thing is, we do this outside...