Chris_Voss

Now buy 20 books.

Salary pays your bills but terms build your career.

Salary is the price term in a job negotiation and price is only 1 term. What you really want is terms that guarantee you visibility with the top levels of the firm, a reasonably high but not ridiculous wage so they like having you around and want to pay you more in a year when you've been successful. You also want terms where you get good guidance on how to be successful and from the right people. Ask "How can I be guaranteed to be involved in projects critical to the strategic future of the company?"

Be extremely likable and respectfully persistent on what you need to be successful on the non-salary terms. The side-effect is that they will compensate you more in other areas when they can't give elsewhere. One of my students got a higher salary because she was so darn pleasant and persistent on wanting extra vacation.

ALL terms have to be negotiated within the context of making you a ridiculously successful employee, otherwise why should they pay you?

Wow! Awesome! Thanks for asking this. "Smile" when you speak and people want to work with you more. It actually makes both of you smarter as well because our minds work up to 31% better when we are in a good frame of mind. On rare occasions, when I really have to make an important point, I use the "late-night FM DJ" voice. Downward inflecting, calm tone. Great for making important points!

Police officers, like all other human beings want you to see their point of view. A friend of mine got out of a ticket exactly like I told her to. She got stopped and the police officer said, "Do you know why I stopped you?" She said (as I have when i've been stopped) "Because I'm an ass-****" The look on his face was shocked and completely changed. the real reason was because she was lost and the police officer gave her directions and he let her go. Say something someone doesn't expect (against your seemingly better interest) and they will be so shocked they will listen to you and want to help you out!

WIIFM. "What's in it for me?" On some level, that's the question that everyone asks themselves. How will I be better off if I make this deal, and has my counterpart not made me hate him so much that I don't care what i get I just want to punish him. Mexicans come to the US to try to secure a better future for themselves and their children. Do they come here because they have better jobs at home and they WANT to go somewhere where almost no one understands them? Give them a better future at home and we won't need a wall. They might not want US coming THERE!