I knew nothing about the bargaining zone when accepting my first job offer. Wide-eyed and nervous about getting rejected, I accepted the initial salary — and came to regret it soon after.

Luckily, I’ve learned how to navigate the bargaining zone while working with executives and salespeople who have skillfully negotiated everything from multi-million dollar deals to more favorable contract terms.

Understanding the bargaining zone is essential to reaching an agreement in any situation. It can help you manage the anxiety, fatigue, or stress that comes along with negotiating. And if you approach it like any other skill, you’ll improve

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