Let’s talk about the first kind: negotiating a higher starting salary for a new job.
Here’s something no one will tell you: what you can get out of a salary negotiation is very much predetermined by your starting position. It’s not about using clever words (#3), deceipt (#13), or keeping a poker face (#1) (although that helps). But ultimately, it all starts with this:
Tip #1: Beggars can’t be choosers.
Who’s the beggar? Who is more desperate? Who’s got more to lose? Do you need this job more than the company needs to hire you of all applicants?
These factors outline the field where you’ll be tossing the negotiation ball around. And these factors are not set in the interview room; you come with them in the interview room.