American - Businessman | -
Emotions aren't the obstacles to a successful negotiation; they are the means.
Christopher Voss
ObstaclesNegotiationEmotionsMeans
As human beings, we're powerfully swayed by how much we feel we're being respected. People comply with agreements if they feel they've been treated fairly and lash out if they don't.
PeopleFeelHumanOutBeingBeen
Remember Robin Williams's great work as the voice of the genie in Disney's 'Aladdin'? Because he wanted to leave something wonderful behind for his kids, he said, he did the voice for a cut-rate fee of $75,000, far below his usual $8 million payday. But then something happened: The movie became a huge hit, raking in $504 million.
WorkGreatVoiceRememberSaidKids
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.
PeopleYouImportantWantSalary
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