Key take-away: It's only business. Understand that in most salary/price negotiations the other party has a range in mind. They're going to start with the end of the range that's most beneficial to them (ie, low end if it's their money, high end if it's your money). Going into the negotiation you, too, should have a range in mind.<p>The goal of the negotiation is to find the sweet spot that fits both ranges. There shouldn't be anything personal about it (as in the author's hilarious example).<p>If your ranges don't converge, then you're in the wrong meeting.