You need time.You need time. But I want to help you make up your mind." This sounded like perhaps she was going to kick in some more money, so I smiled and gave her an inquisitive but encouraging glance. "I know you're having a hard time with this, Al," she said, speaking slowly and carefully and watching me very closely. "I realize that money isn't the only thing that's motivating you here." I'd heard this kind of thing before: my negotiating partner would try to use the "money isn't everything" argument to make me feel guilty about being greedy and thereby to beat me down on price. I knew how to handle it. "You're right, it's not, Rachael," I countered. "I have to weigh the money with all the other intangibles. It's a decision only I can make -- alone. That's why I need to sleep on it." "Of course," she replied, unfazed. "You said you're leaning towards accepting my offer of $100 less a day to stay with us. |