I found this video useful. https://www.youtube.com/watch?v=km2Hd_xgo9Q

vmarsy · on Jan 18, 2015

I just finished watching it, Very interesting! I tried to find more information about the video, here's what I found:

An article from Harvard Business Review from the speaker[1], He summarizes the main points:

1) Don’t underestimate the importance of likability.

2) Help them understand why you deserve what you’re requesting.

3) Make it clear they can get you.

4) Understand the person across the table.

5) Understand their constraints.

6) Be prepared for tough questions.

7) Focus on the questioner’s intent, not on the question.

8) Consider the whole deal.

9) Negotiate multiple issues simultaneously, not serially.

10) Don’t negotiate just to negotiate.

11) Think through the timing of offers.

12) Avoid, ignore, or downplay ultimatums of any kind.

13) Remember, they’re not out to get you.

14) Stay at the table.

15) Maintain a sense of perspective.

Here is a quick summary from "BatMasterson" on that forum [2], they are useful for those who watch the video

Dr. Malhotra makes some good points.

I've summarized quotes from his lecture (not the entire 15 points) here:

1. Think about who you are and what you want do to in your life. Pick the right choice

2. What is not negotiable today may be negotiable tomorrow.

3. Stay engaged.

4. The Mike Tyson allusion: "Everybody has a plan until they get punched in the face"

5. Get the why they're asking what they are asking.

6. If they make an ultimatum, generally speaking, (you can) ignore it.

7. There is no right answer to every situation -The Star Trek Captain trial allusion where the answer is Yes...provided that, considering this...

8. These people like you but you are not their only concern.

9. Negotiating w/ your future boss is not the same as negotiating with HR "adapt-to-each".

10. Don't be in a mad rush to get offers

11. Tell the truth. Resist the temptation to tell even a small lie.