Why do some people take compensation negotiations in stride, while others get nervous, frustrated or even angry? It's a question of how you view the process, and the guidance you get along the way.

On a referral, I called Rick, the account executive, to make an appointment while I was in New York to learn if his consulting firm could help our company. He suggested that we stop by his office at noon, and he'd "work us in." Ten minutes into the conversation, he threw up his hand to interrupt our explanation of the potential project: "Excuse me, I'm hungry. I'm gonna' get Susan to order in lunch; do you mind?" He picked up the phone, placed his order with his administrative assistant, and then covered the receiver, "You want her to bring you something too?" Twenty minutes later, his deli sandwich and pickles arrived, and he ate his lunch while we watched.