When you think about negotiating, the word “fair” springs to mind. Everything has to be fair. Or worse. As one colleague said: “You know it’s a good deal if everyone walks away a little unhappy.”

Not me. I want to be happyand I want the other side to be ecstatic.

So I always offer more than I ask for. My philosophy is simple: If I get what I want, it is a fair deal. I don’t need a perfect 50/50 split.

Always go into a negotiation knowing what you wantand give enough to make that happen.