Picture this scenario: you’ve received an offer for a job you’ll enjoy, but the salary is lower than you think you deserve. You ask your potential boss whether he/she has any flexibility. “We typically don’t hire people with your background, and we have a different culture here,” he/she responds. “This job isn’t just about the money. Are you saying you won’t take it unless we increase the pay?” As a consultant I frequently advise professionals on navigating this terrain. Deepak Malhotra (HBS professor) came up with some rules to guide you in negotiating with employers.

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