Don’t Say “NO” Unless You Want to Slam the Door
To riff on a phrase Otto von Bismarck originally used in reference to politics, “Negotiation is the art of the possible.” It is inevitable that when parties come together to negotiate something, they will start out some distance apart on certain issues. Never assume that this opening distance represents an insurmountable obstacle, and by all means, never say “NO” unless you want to shut down the conversation altogether. The best way to address an impossible request is to provide a response outlining what is possible for you. For example, “I appreciate your opening salary offer, but since there is going to be significant overtime required for which I would not receive additional compensation, the base salary will need to be 15% higher than you have suggested.” Now, the door is still open to work out a deal.