Before the story airs: How to negotiate like a pro

Most people assume I LIKE to negotiate. But anyone who knows me, knows I am much better at negotiating for other people than I am for myself! Why is it so many of us absolutely dread the thought of negotiating?

The worst though – negotiating for a raise! I’m good at telling friends and co-workers why and how they should ask the boss for more money. Or, at least I thought I was until I talked with Steve Dalton. He’s a senior career consultant and associate director at Duke University’s Fuqua School of Business.

I was certain that passionate, energetic, loyal employees who consistently work hard DESERVE a raise! Dalton says NONE of us DESERVE a raise! Whaaaaat? His explanation actually makes sense. But what really makes sense is his point-blank message on how to get past our fear of negotiating – a step he compares to eating vegetables!

It was interesting to hear the difference in how men and women typically ask him for advice about salary negotiation, and it was eye-opening to hear his take on why managers should WANT employees who ask for more money! Steve Dalton taught me a lot about negotiating.

Watch WRAL-TV at 5 p.m. Thursday. I bet you’ll learn something, too! After the story airs, CHAT LIVE with Steve below. He'll be answering all your negotiation questions.