How to build trust during salary negotiations

04/30/2013 | Quartz

The goal of a contract negotiation should be to produce a "give-give" relationship, not a "win-win" one, hedge fund manager Brooke Allen writes. Demonstrate at the start of negotiations that you care about the concerns of the other side, and your employer will reciprocate. "What I discovered is that if you care about other people first, even business people cannot help but care back," Allen writes.

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