The 'that's right' breakthrough usually doesn't come at the beginning of a negotiation. It's invisible to the counterpart when it occurs, and they embrace what you've said. To them, it's a subtle epiphany.
Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance to put stuff on the table voluntarily.
Salary negotiations are particularly important because people are testing you as both a co-worker and an ambassador. They really don't want you to be a pushover, and they don't want you to be a jerk.
As a negotiator, you should strive for a reputation of being fair. Your reputation precedes you. Let it precede you in a way that paves success.
'Fair' is, like, this incredibly overused term in negotiations: 'I just want what's fair.' 'What's the fair market price?'
In reality, every single negotiation involves another commodity that's far more important to us, which is time - minutes, hours, our investment in time. So even if you're talking about dollars, the commodity of time is always there because there has to be a discussion about how the commodity of dollars is moved.
