The Art of Haggling

When fighting for a new salary, it’s all about the first number on the table
Photograph by David Brandon Geeting for Bloomberg Businessweek

I don’t like to haggle. The last time I tried to bargain I was 12 years old and trying to get my parents to let me watch an R-rated movie. (I still haven’t seen Speed.) So when I heard that Henrique de Castro used a job offer from Yahoo! to set off a bidding war with Google and ended up with a $61 million package, I thought, how did he do that? Wait—can I do that? If not $61 million, maybe six? I would be totally fine with $6 million.

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