In the early phases of our product (and also when I was more of a newbie at negotiation), I was very focused on dollar amounts. These days, I find myself mostly thinking in terms of respect. Are they being respectful in this negotiation, how does this pricing affect respect, etc.
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I think to get to that point you have to first educate yourself on dollar amounts, because it's in a way a language of communicating respect. You've got to build up the framework of what a dollar means to different people.
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It can also help when explaining negotiation to newbies. A common question is "If I genuinely don't want more $$ (hey, we have different values/needs), why negotiate?" It helps others, and also respect. Because psychology, you will be more valued and respected if you charge more.
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Replying to @sehurlburt
If it helps, the ripple effect of your Year N salary will echo through raises, offers, 401k matches, and promotion schedules for the remainder of your career, so unless you have a very good bead on your needs/values in Year N+25, take the money. “You can always give it away.”
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(I feel like most people who say this are struggling with a true objection which is closer to “I’m deeply uncomfortable with earning this much money” and have some sympathy for that, so I try to ease folks out of it gently.)
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