Women may be judged more harshly than men for initiating salary negotiations.

If you ask for less before anyone objects, you're negotiating against yourself.

A frown or pause may be a negotiating tactic, not proof you've damaged the relationship.

A first “no” often reveals what matters to the other side and makes new possibilities visible.

“I know you’re right. But I can’t ask for that. I don’t want to seem greedy or ungrateful. I know I’d be great at the new job they’re offering me, and they’d have to pay at least as much to hire someone from outside. But I love working here. I don’t want to damage my relationship with them.”

“I know you’re right. But I can’t ask for that. I don’t want to seem greedy or ungrateful. I know I’d be great at the new job they’re offering me, and they’d have to pay at least as much to hire someone from outside. But I love working here. I don’t want to damage my relationship with them.”

Sound familiar? I’ve heard versions of this from many clients while coaching them through salary negotiations. Even tough-as-nails executives who drive........

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