When you begin a negotiation, start by thinking you will go back and forth 7 times or even more.
Don’t start out thinking it will be one and done. Begin with the idea that they will reject your first 3-4 offers. In fact, you can make the first, full offers such that they are very likely to reject them.
When you prepare for rejections and 7 touches, it makes it easier getting through the negotiation.
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