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>negotiations, there are plenty good books out there.

Such as? As a programmer that can't negotiate a decent salary/consulting rate I would find this useful.

I find most people who can't/don't ask for more money (assuming they're worth it) let their impostor syndrome through and mentally shackle themselves during negotiations.

We all need a little bit of "I'm good and I'm worth it." Some maybe more than others. Negotiations are all a mental game. People will pay anything for what they feel is worth it, it's your job to frame what a service of product is worth.

The best and most valuable class I took in B-School was my last class, which was on negotiations. Nothing earth shattering but bits of wisdom when assembled together can really change your perspective on how to approach things.

The basic problem is that whether due to culture or nature we tend to approach transactions as zero sum games (aka distributive), ie if I get something you must lose something. Negotiation is about thinking in terms of widening the pie, ie creating a win-win for all (integrative). Even in situations where it can appear there is no win-win, there often is.

Want a better rate? determine the value of what you are bringing to your client, then price your service accordingly. If they balk, then you make your case based on your analysis.

The text we used in class is this: http://www.amazon.com/The-Mind-Heart-Negotiator-Edition/dp/0...

I believe it is suitable for pretty much anyone who can read.

Negotiating is like a muscle. You're gonna want to work on it before the moments that really matter. Easiest way might be to start going to flea markets, because those azn grandmas are killers that make Shark Tank look like the kiddie pool.

That'll help the soft skills, but in a hiring situation, the other part is getting to what the other side really wants and what their concerns are. A hiring manager's first thoughts are: "how much babysitting is this person going to take?" and "will s/he mess up team mojo?" Don't be that person, be the net go-giver that makes 'em shine... Less talk, more walk.

> If they bulk, then you make your case based on your analysis.

Minor nitpick: it's balk (or baulk)



Knowing your BATNA is important so you don't take a deal worse than your BATNA, but the whole point of negotiation is to get something better than your BATNA.

You should never lead a negotiation with your BATNA because then your counterpart is only going to give up the absolute minimum above your BATNA, thus depriving you of all the surplus.

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