This is the only article I know that addresses the biggest stress in negotiation:
"Too much overt concern with compensation also implies that you don’t trust the system to reward your merit — which is tantamount to saying that you don’t trust your boss. And if I’m your boss and you signal to me that you don’t trust me, then yes, I start to wonder if I can trust you."
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[ 4.4 ms ] story [ 12.3 ms ] thread"Too much overt concern with compensation also implies that you don’t trust the system to reward your merit — which is tantamount to saying that you don’t trust your boss. And if I’m your boss and you signal to me that you don’t trust me, then yes, I start to wonder if I can trust you."