Getting What You Want

The techniques in this book can be almost infinitely adapted to different situations. From what I see, a lot of negotiations fail because of the lack of up-front intelligence. It makes no sense to go in and ask for a raise if you’re already being paid more money than everyone else in your field.

Actually, I do think you can do that, as long as you do it right. First of all, don’t bring that up . . . and make sure you have a real good answer for it when your boss does.

Not: “Well I’m worth more.”

Try: “I brought in 50 percent more business to the company than anyone else in the tristate area.”

You can get what you want by putting the argument in the most coherent, logical manner possible: not because you’re appealing to the other side’s sense of fairness, but because you’re showing the other side why it’s a good deal for them.

Not that guilt doesn’t work sometimes. How many salesmen have taken a shot at it by bringing up their kids’ education? Probably plenty. If you can play on the heartstrings effectively, go for it.