What Open-Door Salary Negotiation Is Not

What Open-Door Salary Negotiation Is Not
I’d like to debunk some commonly held myths by telling you what negotiating is not:

• It is not a cutthroat battle to the finish, where the winner finally gets what he or she wants and the loser storms out and slams the door.
• It is not a balancing of a scale, where the two parties meet right in the middle and neither really gets what he or she wants.

Rather than using the metaphor of a “battle to the finish” or a “balancing of the scales,” I’d like you to think about negotiating in terms of an “open door.” In open-door negotiating, there are no declarations of finality, no threats, and no settling for something mediocre just because it happens to be in the middle. There especially isn’t a passive acceptance of the first offer you get just because you fear you might lose the job if you mention a
higher figure. Open-door negotiating is about creating possibilities, carefully weighing those possibilities, and coming to a civilized agreement.

Taken from : Fearless Interviewing - How To Win The Job