Noa Sheer

It is incredibly risky to

Yeah.

And that's why I say when you're preparing, you have to take the three approaches to prepare.

The whole conversation could use the interest-based approach of why this is good for the employer, but you must have in the back end an understanding of your alternative, the cost to the employer, all of the benchmarks and the reasons why you're worth this much, and with the interest-based approach to what problem you're the solution.

Yeah, there is.

So you said it yourself.

I mean, it is a tactic, but it's not an ingenuine tactic.

It's not a cheap tactic.

When you pause, it signals that you are confident in what you've said.

You're not apologizing for it.

You're not over explaining and you're not moving quickly to making a concession.

If you think about it, if you ask me, what is this little book worth?

And I say, this is worth $20,000.

And then I go, but you know what, you know, we could do for 18,000 if you want.

It's not really worth 20,000, is it?

I'm not even sure of it.

And it seems that my words have, you know, I'm just throwing it even, it makes me seem even greedier.

I tried to get away with 20,000, but actually it's worth less.

Whereas if I would say to you, it's worth 20,000 and just pause, then you would take that as being more of a legitimate thing.

valid sentence.