This Technique Could Earn You $1,000 in Five Seconds

By Marty Nemko

Swiss salary negotiation expert Daniel Porot taught me the Echo Technique. When your boss or potential hirer says, "Okay, I can offer you $60,000," respond with a slightly quizzical "$60,000?" Then count to five in your head. More often than you might imagine, the anxiety caused by the silence moves the boss to say, "Well, I suppose I could make it 61." Not bad--$1,000 for five seconds of effort.