your dodging tactics to avoid getting sucked into
the compromise trap.■ Set boundaries, and learn to take a punch or
punch back, without anger. The guy across the
table is not the problem; the situation is.
■ Prepare an Ackerman plan. Before you head into
the weeds of bargaining, you’ll need a plan of
extreme anchor, calibrated questions, and well-
defined offers. Remember: 65, 85, 95, 100
percent. Decreasing raises and ending on
nonround numbers will get your counterpart to
believe that he’s squeezing you for all you’re
worth when you’re really getting to the number
you want.