Although some of the suggestions are reasonable, I am not ready to buy into either:
* Come in dressed like Columbo. If you don't dress like you are serious, I am less likely to take your comments seriously.
* Don't recommend that I say "No". Rather than put me at ease, this is going to indicate a lack of spine on your part. Do not make grandiose threats, but if you come in to me and start out saying "It's okay if you say No", my interpretation will be that you are merely looking for an "Atta boy!" and a pat on the back, rather than having a serious salary discussion.
Personally, I would look past this author and find other recommendations on negotiating tactics. These do not seem to be successful tactics to me.
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