What is the best way to negotiate your salary (or anything)?

Posted on April 5, 2023


In 1996 Chester L. Karrass wrote what was then called “The Bible of Negotiation” In Business As in Life, You Don’t Get What You Deserve, You Get What You Negotiate.

While I meant no disrespect to the good doctor, over the many years I have been writing in this blog, I have not exactly been a fan of his zero-sum; there is a winner and a loser-approach to negotiations. Of course, I was not alone in my skepticism of his methods. In a memorable Spend Matters 2012 Friday Rant, Tom Finn’s assertion that “Chester Karrass Needs to Retire” was on the mark.

In the post, he wrote, “If you’re really lost and learn better through negative reinforcement, have your manager send you to a Karrass Negotiation seminar. At least you’ll know what collaboration isn’t.” As a side note to Tom Mills and Daniel Barnes, while I was a decent dissenter in my early years, the Spend Matters Friday Rants were another example of speaking truth to power. You should check it out.

Dr. Chester L. Karrass

I do not want to go into much more detail – after all, this post is not about the good doctor and the adversarial mindset he has championed all these years. Instead, in this new age of enlightenment and relationship building through open and honest dialogue, the question I am looking to answer is simply this: What is the best way to negotiate your salary, or for that matter, anything?

Feel free to share your thoughts in the comments below or on the corresponding LinkedIn post.


Posted in: Commentary