Never Split the Difference might be appropriate. Influence: The Psychology of Persuasion is a great read. Getting to Yes/Getting Past No may also be decent.
Understand “what kind of cards you’re sitting on”. Before that even happens, ensure that you have good cards
Concrete example: You’re looking to increase your salary. You can do it either by convincing your current workplace to increase it, or you can look for a new job.
The cards you’re sitting on: How valuable you are to the company, and how likely you are to leave if you don’t get what you want.
How to improve your hand before you get to the negotiating table: Try getting some competing offers for jobs.
If you’re the less experienced negotiator, avoid negotiating live
When negotiating salary for a new position, the recruiter likely has far more experience negotiating. They will know techniques to try to get you to commit to a lower number than is possible. To avoid this from happening, move negotiations from in-person/on the phone to email. Give yourself a lot of time to process all information.
Read some books on the subject
Never Split the Difference might be appropriate. Influence: The Psychology of Persuasion is a great read. Getting to Yes/Getting Past No may also be decent.
Understand “what kind of cards you’re sitting on”. Before that even happens, ensure that you have good cards
Concrete example: You’re looking to increase your salary. You can do it either by convincing your current workplace to increase it, or you can look for a new job.
The cards you’re sitting on: How valuable you are to the company, and how likely you are to leave if you don’t get what you want.
How to improve your hand before you get to the negotiating table: Try getting some competing offers for jobs.
If you’re the less experienced negotiator, avoid negotiating live
When negotiating salary for a new position, the recruiter likely has far more experience negotiating. They will know techniques to try to get you to commit to a lower number than is possible. To avoid this from happening, move negotiations from in-person/on the phone to email. Give yourself a lot of time to process all information.