When Rikki negotiated her contract with Court TV, she told the person she was dealing with exactly what she needed. “I gave them a number of points having to do with money, expenses, the status of a particular show, and the hours I would work. The advantage of having several items is you always have one or two that you can give up. If you just go in and say, ‘I need X dollars,’ then you have a problem.” (This negotiation strategy has been called the salami technique. Asking for slices of the salami, instead of the whole thing, increases the likelihood both parties will feel they’ve made a good
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Good negotiation tactics
