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They're simply using the standard "Feel, Felt, Found" formula , which I believe was pioneered by Roger Dawson in "Secrets of Power Negotiating" - http://www.amazon.com/Secrets-Power-Negotiating-Roger-Dawson...

Just read this:

http://www.amazon.com/Secrets-Power-Negotiating-Roger-Dawson...

Altucher is describing "The higher authority gambit" and "Nibbling". There are many more great negotiating tactics. Even if you don't use the techniques in Dawson's book, they will help immunize you against them.

Ever notice how salespeople are very quick to try to determine if they're talking to the "decision maker"? It's to avoid the higher authority gambit.

To avoid getting nibbled, define all the parameters when you're at the stage where Altucher was agreeing to the revenue multiple formula. Don't agree to the "formula" until you have the other parameters. Once you've settled on a price, call the other guy's bluff if he tries to nibble you once you appear to have a deal already done.

My favorite is "Crucial Conversations" -

http://www.amazon.com/Crucial-Conversations-Tools-Talking-St...

Then I've read like 10 more and they all kind of blend together... I'd recommend getting at least 4-5 that are rated highly on Amazon, just to give you some different perspectives.

For instance, there's a long running debate on whether it's better to make the first offer or not when negotiating. The "offer first" crowd says you get to set the general scope of negotiation. The "let them offer first" crowd says that their first offer becomes the absolute worst you could get, and you might do better... and they might well offer more than you were going to ask for.

You want to read at least a few different books, because one might take a dogmatic hardline stance "never offer first!" - which is clearly wrong some of the time. Good to hear different perspectives.

If I remember correctly, Roger Dawson's "Power Negotiation" was also good.

http://www.amazon.com/Secrets-Power-Negotiating-Roger-Dawson...

After that, they all kind of blur together in my memory... but really, it's a topic with massive ROI for anyone that touches money ever. You're not going to go wrong dropping 15 bucks and 5 hours fast-reading a book on negotiation. One good insight once pays for that many times over.

Please don't do that. Get them to throw out a salary first and flinch at their first offer. Then ask for more. Don't you dare discuss salary with developers in the company that is interviewing you.

You're going to need to learn to negotiate. This is the only book you'll ever need on negotiating. Even if you don't use a single one of these tactics (and I guarantee you will) you'll at least get an education of how much of an art negotiating is.

http://www.amazon.com/Secrets-Power-Negotiating-Roger-Dawson...

Whether you're hiring, selling a company, getting hired or raising money - this is required reading for doing business.

⬐ datawalke

I actually have listened to this on audio tape. It is an awesome book and I'd recommend it to anyone.

⬐ Silhouette

It's true as a general principle of negotiation that the person who states a number first is at a disadvantage. However, someone has to budge sooner or later, and as long as you're being realistic there isn't really much to lose by giving the target. If it's out of range of what they're willing to pay, you might as well all know that up front and not waste each other's time.

Sure, if it may not get the optimal deal that might have been available. However, the original poster here is (a) in a relatively weak bargaining position because he's under pressure to move, and (b) so badly paid at the moment that any reasonable offer is still going to be a huge improvement in both money and working conditions.

For what it's worth, I agree with the earlier comment about not disclosing current salary. It's fine for them to ask what you're looking for, and it's fine to have negotiation, but there is no legitimate reason a prospective employer would ever need to know what you've been working on already. I have never accepted a job from a company that asked me for that information during an interview and persisted when I politely declined to give it, and if I were still working as an employee today I would consider it a huge red flag if interviewers (particularly management/HR types) stuck to their guns on that one. Also, in this case, disclosing the absurdly low compensation at present would make the poster look very weak and undermine any otherwise reasonable and honest story about outgrowing the company and looking for somewhere their improving skills will be better utilised.