If you have the preference, real or stated due to peer pressure, "I am relatively indifferent to money", people will tend to give you proposals which cut a value cake such that all the money frosting it ends up on their side.
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"Valuation? Oh I'd never prioritize my selection of investors based on valuation. Pish posh. I want the best possible fit for a 10 year working relationship. Now granted I have a fiduciary duty to get the best possible valuation from the best fit, but we're all capitalists."
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"Salary expectations? Oh I'd never take a job just because it offered the highest possible compensation package. I want to to the best work of my career to date. Contingent on this being a great fit, if we arrive at a number which is mutually satisfactory, great, let's do it."
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"Won't they know I'm lying?" They, and it is very possible that the "they" you really are modeling is not the actual flesh-and-blood human you are speaking to but rather the emergent behavior of a system, are socialized to treat negotiation as more of a dance than as testimony.
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