Philosophy:

• understand what is Sally looking for- this case is not just a position/money negotiation
• what’s your intended purpose for ___ ? (the intended property, hint you how much value)

Specific to case:

• it’s not just all about money!!!
• Sally want her name out again
  • PR behind the job - try to get that TV show (which opera house have no idea about)
  • Press release (get her name out)
  • Playbill name in center, bold
  • Individual dressing room
• A lot of things that can get Sally’s name out doesn’t need Opera house to pay money

get more information by asking indirect questions - understand how desperate the other side is

• if you are that ok with other candidate why are you still spending so much time talking to me

are you looking for a long term relationship? or short term?