The Salary Negotiation Game

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In my coaching practice, I see experienced, seasoned professionals fall apart when they negotiate their salary. It’s like they’re afraid of losing a game of poker.

I try to make the negotiations less about playing a cutthroat game, and more about developing a business case.

“Ack! I have a phone screen,” a new client emailed me. “What are they going to ask?”

This client has 20 years in his field, but is looking to return to full-time work after a couple of adventures with startups.

His confidence is shaky… (Read the rest of the story at The Seattle Times.)