Keeping Your Cool in Salary Negotiations
One big problem people have when negotiating for a job or a raise is that they get in their own way. Negotiating unleashes a brew of emotions – fear of rejection, a lack of confidence, doubts – that can sabotage them. The British have coined a word for this type of Anxiety: collywobbles. Moshe Cohen, author of “Collywobbles: How to Negotiate When Negotiations Make You Nervous,” consults with companies and individuals on leadership and negotiation strategies. But his idea for the book came out of the graduate classes on negotiation he teaches at Boston University. Cohen realized that even when students are fully prepared for a negotiation, they will choke in the moment. He agreed to share some of his insights in the book, which examines negotiating from the perspective of someone who has anxiety. He recently published his second book inspired by the pandemic lockdown: “Optimism is a Choice…
Originally Published on https://squaredawayblog.bc.edu/
I’m a veteran financial and economics reporter, most recently for The Boston Globe, who has also written for The Economist and other publications. I uncovered scandals during the savings and loan crisis in Texas back in the late 1980s, trekked around the world to cover finance and economics in the 1990s, and ventured into Boston neighborhoods to cover the recent subprime mortgage crisis.
While covering subprime mortgages, I began to see the importance of financial behavior and literacy. Wall Street excesses certainly fueled the crisis, but a poor understanding of complex financial products also played a major role. I interviewed dozens of homeowners in the grip of foreclosure who had agreed to home loans that they did not understand and that their brokers did not or could not explain to them. The consequences for these individuals – and the country – were disastrous.
I use the same dogged reporting skills to cover financial issues of growing importance today, including the personal crisis that concerns millions of baby boomers: Retirement.
