This Hugely Common Negotiating Mistake Can ‘Sabotage’ You, Says Coach With 20 Years Experience: How to Avoid It

On the surface, salary negotiations seem to be about money and benefits, and most of us approach them that way. We limit ourselves to thinking about what we want in terms of dollars, perks, and packages. But as a negotiations professor and coach for almost 20 years, I know that for most of us, salary negotiations are mostly about our core identity: our worth, our impact, and our place in the world.