Yeah.

So we, so companies need to build trust.

Now, let's go back to salary negotiation, which is one of my favorite topics.

So the question is, when you get the salary offer, what do you do, okay? Now, in the book, and actually I also have another book on salaries and raises and stuff like that, in the book, we suggest that you, you know, very nicely, first of all, reiterate, "I am so excited about this job.

I know I can do a great job for you.

I know I can be a great member of the team." So reiterate your interest and then say something like, "Can you tell me if there's any flexibility?" So invite the negotiation.

That's really it, and then stop talking, 'cause what we normally do is then say, "Okay, you know, it's, it's really okay if you just give me the, the money." And I have done that, and I will tell you right now, I remember one time, it was years ago, I really needed a job, okay? I was out of a job.

Oh my goodness.