Cindy Gallop famously says, "The amount you ask for in a salary negotiation is the highest amount you can say out loud without actually bursting out laughing.” 

This morning, I repeated that advice to a coaching client—a high-achieving attorney on the verge of receiving a new job offer.

After a live demonstration of a simple but powerful strategy to get past no, a workshop attendee asked this question:

"But how do you know whether you're being aggressive, pushy, or too much?"

This was an excellent question, because it voices the doubt we've all encountered.