“You Don’t Get What You Deserve. (You Get What You Negotiate.)”


Coming home from NYC, I’m flipping through Sky Magazine and I see this intriguing ad*.

I wonder “Oh, what’s this about? Who’s this attractive lady with a cigar, all in control and confident and business-y.”

And then I see what it says.

“In business you don’t get what you deserve, you get what you negotiate.”

This attitude explains why so many idiots can still achieve great success: High-paying jobs, lucrative contracts, amazing projects, hot cars, hot dates … you name it.

And the sad flip side?

Tons of wildly talented people are not getting what they deserve, because they’re not negotiating. Anything. They’re waiting around for someone else to recognize their worth.

Well, here’s my big secret – no one is going to determine your worth. You’ve got to determine it for yourself.

So what do you deserve? And what are you willing to negotiate?


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*Ad for KARRASS Effective Negotiating® Seminar, in the April 2012 issue of Sky Magazine.





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