Negotiation 101

Everyone is in sales is a statement from one of my mentors many years ago.

Would you be opposed to me teaching you a trick I have used over the years to win at job interviews and—especially—negotiations?

Most people would answer no to that question because it's easier for most people to answer with a no to a question.

I won't deep dive into sales techniques in this book, but a good sales book is The Sandler Rules by David Mattson, and a guy named Josh Braun also has some good training.

Here are a few questions I have used over the years in interviews:

• Would you be opposed to…?

Here's an example:

Would you be opposed to me asking about career advancement for this job role?

• Would it make sense…?

Here's an example:

Would it make sense for us to discuss salary after we've seen this is a good match?

• Can you offer your advice on…?

Here's an example:

Can you offer your advice on how the team manages projects?

• It seems…?

(Note: shut up after you use this one and let them respond)

Here's an example:

It seems like you need a minimum salary expectation to move me forward in the application process.