Cain: Negotiators should propose 'deal makers' rather than threatening 'deal breakers'
Daylian Cain · Daylian Cain – Master Class in Negotiations (Capital Allocators, EP.138) · May 18, 2020 · at 37:58
Yale School of Management professor Daylian Cain discusses tactics for executive job offers and managing competing opportunities.
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“The cheesy descriptor of it is, I like to say, sell the deal makers, not the deal breakers. In other words, you don't say, give me EVP or I'm not coming, Ted. There's always some bargaining zone where there's the high ended and the low end of it. And people often focus on the low end and say, what do they need to give me at minimum for me to go to Boston? You need to know that, but let's not talk about that. Let's talk about the high end.”
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