A Negotiating Framework

EP 3018 Brandon Bramley, the founder of The Salary Negotiator and his salary negotiation framework and much more related to negotiating. This is based on this interview. ABOUT JEFF ALTMAN, THE BIG GAME HUNTER People hire Jeff Altman, The Big Game Hunter to provide No BS job search coaching and career advice globally because he makes job search and succeeding in your career easier. You will find great info and job search coaching to help with your job search at ⁠⁠JobSearch. Community⁠⁠ Subscribe to No BS Job Search Advice Radio, the #1 podcast in Apple Podcasts for job search with more than 3000 episodes. Connect on LinkedIn: ⁠https://www.linkedin.com/in/T⁠⁠heBigGameHunter⁠ Schedule a discovery call to speak with me about one-on-one or group coaching during your job search at ⁠www. TheBigGameHunter.us. We grant permission for this post and others to be used on your website as long as a backlink is included to ⁠www. TheBigGameHunter.us⁠ and notice is provided that it is provided by Jeff Altman, The Big Game Hunter as an author or creator. Not acknowledging his work or providing a backlink to ⁠www. TheBigGameHunter.us⁠ makes you subject to a $1000 penalty which you proactively agree to pay. Please contact us to negotiate the use of our content as training data.

• 0:00Speaker 00

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• 0:12Speaker 01

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• 0:41Speaker 03

  Ever wish you had like a secret weapon when you get a job offer?

• 0:44Speaker 04

  Yeah.

• 0:45Speaker 03

  You know, so you could just walk into that negotiation and feel totally confident that you wouldn't leave any money on the table?

• 0:50Speaker 04

  For sure.

• 0:51Speaker 03

  Well, in this deep dive, we're going to break down the exact system that a pro salary negotiator uses.

• 0:58Speaker 04

  Nice.

• 0:58Speaker 03

  And we're going to be diving into an exclusive interview with Brandon Bramley.

• 1:02Speaker 04

  Okay.

• 1:03Speaker 03

  He is the founder of the Salary Negotiator and from the Job Search TV YouTube channel.

• 1:08Speaker 04

  Oh, I've seen that.

• 1:09Speaker 03

  Yeah, this guy's coached countless people to higher salaries, even scoring wins against giants like Google and Amazon.

• 1:16Speaker 04

  Oh, wow. That's impressive.

• 1:18Speaker 03

  Yeah.

• 1:19Speaker 04

  So what's really cool about his system is it's not just like some theory.

• 1:23Speaker 03

  Right.

• 1:23Speaker 04

  It's like he's actually done this.

• 1:25Speaker 03

  Yeah.

• 1:26Speaker 04

  In the real world hundreds of times.

• 1:28Speaker 03

  Yeah.

• 1:29Speaker 04

  So he's taken what works, what doesn't, and how to counter those tricky tactics that companies use.

• 1:35Speaker 03

  That's awesome, yeah, because I know that I've been in those negotiations and felt a little lost at times.

• 1:41Speaker 04

  There.

• 1:42Speaker 03

  Okay, so let's unpack this five-step system.

• 1:45Speaker 04

  Right.

• 1:45Speaker 03

  Step one is all about understanding what Brandon calls the anatomy of the offer.

• 1:49Speaker 04

  Okay.

• 1:50Speaker 03

  It's easy to just like laser focus on that best salary number.

• 1:54Speaker 04

  Right.

• 1:54Speaker 03

  But he says you've got to look at the whole package.

• 1:56Speaker 04

  Yeah, everything.

• 1:57Speaker 03

  Yeah, we're talking bonuses, equity, sign-on bonuses, even perks like extra vacation days or work-from-home stipends.

• 2:06Speaker 04

  Right, all of it.

• 2:07Speaker 03

  It all adds up.

• 2:08Speaker 04

  Yeah, it really is like, you know, you said laser focus, but it's really about seeing the whole.

• 2:13Speaker 03

  Yeah.

• 2:13Speaker 04

  The whole picture.

• 2:14Speaker 03

  That whole puzzle.

• 2:15Speaker 04

  Yeah, like a puzzle.

• 2:16Speaker 03

  Yeah.

• 2:16Speaker 04

  And sometimes, if you shift your focus from just that base salary to a different piece of the puzzle.

• 2:22Speaker 03

  Right.

• 2:22Speaker 04

  You can unlock a way better deal.

• 2:25Speaker 03

  I like that.

• 2:25Speaker 04

  Like, for example, let's say you're in a field where bonuses are

• 2:28Speaker 03

  Okay.

• 2:29Speaker 04

  a big chunk of your pay.

• 2:30Speaker 03

  Yeah.

• 2:30Speaker 04

  If the company's just like, no, we can't move on base.

• 2:33Speaker 03

  Right.

• 2:33Speaker 04

  Maybe they'd be open to a higher guaranteed bonus for the first year or two.

• 2:37Speaker 03

  Oh, okay.

• 2:37Speaker 04

  So it's same for you, but it's coming at it from a different angle.

• 2:40Speaker 03

  Interesting. Okay, so we've looked at the whole picture and we've spotted some of those potential leverage points.

• 2:45Speaker 04

  Right.

• 2:46Speaker 03

  Now, step two.

• 2:47Speaker 04

  Okay.

• 2:47Speaker 03

  Gets really interesting.

• 2:48Speaker 04

  Right.

• 2:49Speaker 03

  It's what Brandon calls the artful probe.

• 2:53Speaker 04

  I like that.

• 2:53Speaker 03

  Okay, so this is where, before you throw out your counter offer.

• 2:57Speaker 04

  Hmm.

• 2:57Speaker 03

  You gotta gather some intel.

• 2:59Speaker 04

  Oh, so this is where you put your detective hat on.

• 3:01Speaker 03

  Exactly. And it's about asking questions.

• 3:04Speaker 04

  Uh huh.

• 3:04Speaker 03

  But not just to get information.

• 3:06Speaker 04

  Okay.

• 3:07Speaker 03

  But to subtly highlight areas where you might wanna negotiate.

• 3:12Speaker 04

  Ooh, I like that. Very subtle.

• 3:13Speaker 03

  Yeah. For example, you notice their 401K match is lower than the industry standard.

• 3:19Speaker 04

  Okay.

• 3:19Speaker 03

  You wouldn't wanna say, hey, your 401K match is terrible.

• 3:23Speaker 04

  Right. No, don't do that.

• 3:25Speaker 03

  Right. Instead, you might be like, I see the 401K match as X percent.

• 3:28Speaker 04

  Okay.

• 3:28Speaker 03

  Is that typical for someone at this level at the company?

• 3:31Speaker 04

  Ah, smart. Yeah, just like you're asking. You're curious.

• 3:35Speaker 03

  Right.

• 3:35Speaker 04

  But really, you're like, hey, I know about this. I care about this.

• 3:38Speaker 03

  Exactly, yeah. So you're planting that seed.

• 3:41Speaker 04

  I like it. Subtle but powerful.

• 3:43Speaker 03

  Yeah.

• 3:44Speaker 04

  That's great. Any other, uh?

• 3:46Speaker 03

  Yeah, so Brandon also has this great tip for uncovering some discrepancies.

• 3:50Speaker 04

  Oh.

• 3:51Speaker 03

  Especially after rough economic times.

• 3:53Speaker 04

  Right, like we've had recently.

• 3:55Speaker 03

  Yeah. So instead of focusing on that target bonus they give you.

• 3:59Speaker 04

  Hmm.

• 4:00Speaker 03

  Ask what the average bonus payout has been over the past few years.

• 4:04Speaker 04

  Interesting.

• 4:05Speaker 03

  I like that. You might find that the actual payouts have been way lower.

• 4:09Speaker 04

  Huh.

• 4:10Speaker 03

  than the projected target.

• 4:11Speaker 04

  Okay.

• 4:11Speaker 03

  Which gives you leverage.

• 4:13Speaker 04

  Gotcha. Yeah, cuz they're always trying to present things in the best possible light.

• 4:16Speaker 03

  Right.

• 4:16Speaker 04

  Right. And so you gotta

• 4:18Speaker 03

  Yeah.

• 4:18Speaker 04

  dig a little deeper, find out what's really going on.

• 4:20Speaker 03

  Exactly.

• 4:20Speaker 04

  That's great.

• 4:21Speaker 03

  So that brings us to step three.

• 4:23Speaker 04

  Okay.

• 4:23Speaker 03

  Where we shift from detective work.

• 4:26Speaker 04

  Right.

• 4:26Speaker 03

  To Data crunching.

• 4:29Speaker 04

  Okay.

• 4:29Speaker 03

  So Brandon really emphasizes the importance of research. Using sites like Glassdoor, PayScale, comparably, to get a realistic sense of the salary range for your exact role.

• 4:42Speaker 04

  Yeah, you gotta know what's out there.

• 4:44Speaker 03

  Yeah, and levels, Spotify is especially helpful for tech positions.

• 4:48Speaker 04

  Gotcha.

• 4:49Speaker 03

  And this data becomes your ammunition.

• 4:52Speaker 04

  I like that. It's like you're arming yourself with real numbers so you can go in there and

• 4:56Speaker 03

  Yeah, cuz if you go and asking for something out of this world.

• 5:00Speaker 04

  Right.

• 5:00Speaker 03

  Then they're gonna think you're crazy.

• 5:02Speaker 04

  Yeah, you lose all credibility.

• 5:03Speaker 03

  Right, but if you can back it up.

• 5:05Speaker 04

  Exactly, and it makes your argument so much stronger.

• 5:09Speaker 03

  Yeah. Now, these salary databases aren't perfect.

• 5:13Speaker 04

  Of course not.

• 5:13Speaker 03

  Brandon says, don't just rely on one source. Cross-reference everything, and also think about the current economy.

• 5:20Speaker 04

  Oh, right, yeah.

• 5:21Speaker 03

  If things are down.

• 5:22Speaker 04

  Things have been rough. You might have to adjust, right?

• 5:24Speaker 03

  You might have to adjust your expectations.

• 5:26Speaker 04

  Yes, for sure.

• 5:27Speaker 03

  So, we've done our research, gathered the intel.

• 5:29Speaker 04

  Okay.

• 5:30Speaker 03

  And now we're ready to craft that counter offer.

• 5:32Speaker 04

  Right.

• 5:33Speaker 03

  Brandon says, do this by email.

• 5:35Speaker 04

  Oh, interesting.

• 5:36Speaker 03

  Yeah.

• 5:36Speaker 04

  Why email?

• 5:37Speaker 03

  So he says that it gives you more control over your tone.

• 5:41Speaker 04

  Yeah.

• 5:42Speaker 03

  And it creates a paper trail.

• 5:44Speaker 04

  I can see that. Yeah, it's good to have that record.

• 5:46Speaker 03

  Which can be helpful down the line.

• 5:48Speaker 04

  Uh huh. I totally get that. That makes sense.

• 5:51Speaker 03

  Yeah.

• 5:51Speaker 04

  But I think there are also times when like, a phone call.

• 5:55Speaker 03

  Yeah.

• 5:55Speaker 04

  Can be better.

• 5:56Speaker 03

  Oh, for sure.

• 5:57Speaker 04

  You know, especially if you're good at reading people.

• 5:59Speaker 03

  Yeah.

• 5:59Speaker 04

  And you can adjust your approach, like, in real time.

• 6:02Speaker 03

  Absolutely.

• 6:03Speaker 04

  You know what I mean?

• 6:03Speaker 03

  Yeah.

• 6:03Speaker 04

  So that back and forth, that human element.

• 6:05Speaker 03

  Yeah.

• 6:06Speaker 04

  You don't get that as much with email.

• 6:08Speaker 03

  Right, and email can feel a little cold sometimes.

• 6:12Speaker 04

  Exactly.

• 6:13Speaker 03

  Yeah.

• 6:13Speaker 04

  So it depends on

• 6:14Speaker 03

  Yeah.

• 6:14Speaker 04

  you and what you're comfortable with.

• 6:16Speaker 03

  Yeah, so it's about choosing the communication style.

• 6:18Speaker 04

  Right.

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  That plays to your strengths.

• 6:20Speaker 04

  Exactly.

• 6:20Speaker 03

  Yeah.

• 6:21Speaker 04

  If you're great at writing.

• 6:22Speaker 03

  Mm-hmm.

• 6:23Speaker 04

  Email away.

• 6:24Speaker 03

  Yeah, but if you're a smooth talker.

• 6:27Speaker 04

  You know.

• 6:28Speaker 03

  Yeah, maybe a phone call.

• 6:30Speaker 04

  Yeah.

• 6:30Speaker 03

  Okay, so we've sent that counter offer.

• 6:32Speaker 04

  Okay.

• 6:32Speaker 03

  Now we wait. But be prepared. Because step five is where things can get bumpy.

• 6:39Speaker 04

  Okay.

• 6:40Speaker 03

  This is where we tackle the objections.

• 6:42Speaker 04

  Oh, all right. Let's do it.

• 6:46Speaker 04

  Yeah, this is where a lot of people, they get tripped up.

• 6:48Speaker 03

  Mm-hmm.

• 6:49Speaker 04

  You know, they hear that no.

• 6:50Speaker 03

  Yeah.

• 6:51Speaker 04

  And they think, okay. Game over.

• 6:54Speaker 03

  Right.

• 6:55Speaker 04

  But Brandon, he says, you know, a no.

• 6:57Speaker 03

  Oh, okay.

• 6:58Speaker 04

  Is very rarely the final word.

• 7:00Speaker 03

  Okay.

• 7:01Speaker 04

  It's often just a tactic.

• 7:03Speaker 03

  Yeah.

• 7:03Speaker 04

  A way to test how badly you want it.

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  It's a game of poker.

• 7:06Speaker 04

  It is, yeah. They're trying to see if you'll fold, you know. See how much you want it.

• 7:10Speaker 03

  Anger pressure.

• 7:11Speaker 04

  Exactly. And they've got a whole bunch of objections they'll throw at you.

• 7:14Speaker 03

  Okay.

• 7:15Speaker 04

  You know, some of the classic ones are like, we're at the top of the range for this role.

• 7:18Speaker 03

  Mm-hmm.

• 7:19Speaker 04

  Or, everyone at this level gets paid the same.

• 7:21Speaker 03

  Yeah, I've heard that one.

• 7:22Speaker 04

  And then there's, you know, the

• 7:24Speaker 03

  Yeah.

• 7:24Speaker 04

  The budget constraints.

• 7:25Speaker 03

  Oh, yeah. The good old budget constraints.

• 7:27Speaker 04

  Everyone's favorite.

• 7:28Speaker 03

  Every time. Why are we even having this conversation then?

• 7:31Speaker 04

  Yeah, exactly. I mean, they wouldn't be talking to you.

• 7:34Speaker 03

  Mm-hmm, right.

• 7:34Speaker 04

  They weren't serious about hiring you.

• 7:36Speaker 03

  Right. They want me.

• 7:37Speaker 04

  They want you.

• 7:38Speaker 03

  Mm-hmm.

• 7:38Speaker 04

  And so, you know, you have to use that to your advantage.

• 7:41Speaker 03

  Okay.

• 7:42Speaker 04

  You know, like a good negotiator knows how to do that.

• 7:44Speaker 03

  Okay.

• 7:44Speaker 04

  So, when you hit those objections.

• 7:48Speaker 03

  Yeah.

• 7:48Speaker 04

  Don't give up.

• 7:49Speaker 03

  Okay.

• 7:49Speaker 04

  Brandon says, you know, gently push back.

• 7:52Speaker 03

  Mm-hmm.

• 7:52Speaker 04

  Reiterate your value.

• 7:54Speaker 03

  Yeah.

• 7:54Speaker 04

  And say, hey, take this to the decision makers.

• 7:56Speaker 03

  Okay.

• 7:57Speaker 04

  Because the recruiter is often just a messenger.

• 7:59Speaker 03

  Right.

• 7:59Speaker 04

  They don't have the final say.

• 8:01Speaker 03

  Gotcha. Now, what about third-party recruiters?

• 8:04Speaker 04

  Ah, yeah, those guys.

• 8:05Speaker 03

  Yeah.

• 8:05Speaker 04

  Well, their fee is tied to your salary.

• 8:08Speaker 03

  Oh, okay.

• 8:09Speaker 04

  So, they might

• 8:10Speaker 03

  The big censor.

• 8:11Speaker 04

  Be even more, you know.

• 8:13Speaker 03

  Yeah.

• 8:13Speaker 04

  Resistant to you pushing back.

• 8:15Speaker 03

  Right.

• 8:16Speaker 04

  But

• 8:16Speaker 03

  So, what do we do? We just kind of accept that?

• 8:19Speaker 04

  I mean, not necessarily.

• 8:21Speaker 03

  Okay.

• 8:21Speaker 04

  It's true, they have their own motivations.

• 8:23Speaker 03

  Yeah.

• 8:23Speaker 04

  But it's also in their best interest to find the right candidate.

• 8:27Speaker 03

  Right.

• 8:28Speaker 04

  You know, somebody who's going to stay in the role. A good recruiter knows that if you're unhappy.

• 8:31Speaker 03

  Mm-hmm.

• 8:32Speaker 04

  You know, you're not going to be there very long.

• 8:34Speaker 03

  Right. So, how do we walk that tightrope?

• 8:37Speaker 04

  Yeah.

• 8:37Speaker 03

  Like, how do we advocate for ourselves without, you know?

• 8:40Speaker 04

  Right.

• 8:41Speaker 03

  Pissing off the recruiter?

• 8:42Speaker 04

  I think it's about

• 8:43Speaker 03

  Yeah.

• 8:43Speaker 04

  Finding that balance

• 8:45Speaker 03

  Okay.

• 8:45Speaker 04

  Between being assertive

• 8:46Speaker 03

  Mm-hmm.

• 8:47Speaker 04

  And being respectful.

• 8:48Speaker 03

  Right.

• 8:49Speaker 04

  So, for example.

• 8:50Speaker 03

  Okay.

• 8:51Speaker 04

  You might say something like, I get that there's a budget.

• 8:54Speaker 03

  Yeah.

• 8:55Speaker 04

  But I'm confident that I can bring a lot of value.

• 8:58Speaker 03

  Yeah.

• 8:59Speaker 04

  And I'm looking for a package that reflects that.

• 9:01Speaker 03

  Okay, so it's very matter of fact.

• 9:03Speaker 04

  Exactly, it's not, you know.

• 9:05Speaker 03

  Not like an attack.

• 9:06Speaker 04

  No, no, no, it's just, you know.

• 9:08Speaker 03

  We're just stating things.

• 9:09Speaker 04

  Yeah, just facts.

• 9:10Speaker 03

  Yeah.

• 9:11Speaker 04

  And don't forget.

• 9:11Speaker 03

  Okay.

• 9:12Speaker 04

  You have leverage.

• 9:13Speaker 03

  Okay.

• 9:14Speaker 04

  You know, they gave you an offer.

• 9:16Speaker 03

  Yeah.

• 9:16Speaker 04

  They want you.

• 9:17Speaker 03

  They chose me.

• 9:18Speaker 04

  They chose you, exactly.

• 9:19Speaker 03

  Okay, so we've covered that five-step system.

• 9:21Speaker 04

  Yeah.

• 9:21Speaker 03

  But there's one more thing.

• 9:22Speaker 04

  Okay.

• 9:23Speaker 03

  That Brandon talked about. That, I think, is so important.

• 9:26Speaker 04

  Oh, okay.

• 9:26Speaker 03

  He says the negotiation can actually start.

• 9:29Speaker 04

  Mm-hmm.

• 9:29Speaker 03

  Way before the offer.

• 9:30Speaker 04

  Oh, you mean like?

• 9:31Speaker 03

  Yeah.

• 9:31Speaker 04

  When they asked about salary expectation?

• 9:33Speaker 03

  Exactly.

• 9:34Speaker 04

  Oh, that question, yeah, gets people every time.

• 9:37Speaker 03

  It's like so early in the process, you know?

• 9:39Speaker 04

  It is, yeah, like first phone call.

• 9:41Speaker 03

  Yeah, and people feel like they have to give a number.

• 9:43Speaker 04

  Right, they feel pressured.

• 9:44Speaker 03

  Move forward.

• 9:45Speaker 04

  And they end up shooting themselves in the foot.

• 9:47Speaker 03

  Yeah, so how do we handle that?

• 9:49Speaker 04

  So Brandon and Jeff, they recommend a strategy called defer and deflect.

• 9:53Speaker 03

  Defer and deflect?

• 9:55Speaker 04

  Yeah, so basically.

• 9:56Speaker 03

  Okay.

• 9:56Speaker 04

  You politely refuse to answer.

• 9:59Speaker 03

  Okay.

• 10:00Speaker 04

  Until you understand the role.

• 10:01Speaker 03

  Okay.

• 10:02Speaker 04

  And the company, you know, what they're all about.

• 10:04Speaker 03

  Right, so instead of us being on our heels.

• 10:08Speaker 04

  Yeah, you're taking control.

• 10:09Speaker 03

  We're taking.

• 10:09Speaker 04

  You're running the show.

• 10:10Speaker 03

  Yes, I like it.

• 10:11Speaker 04

  You're saying, hey, I'm a pro.

• 10:13Speaker 03

  Yeah.

• 10:14Speaker 04

  I'm not gonna be rushed into something.

• 10:16Speaker 03

  I'm not gonna just jump at the first number you throw at me.

• 10:20Speaker 04

  Exactly, you know your worth.

• 10:21Speaker 03

  Hmm.

• 10:22Speaker 04

  Yeah, so, okay, let's talk about that fear.

• 10:24Speaker 03

  Okay.

• 10:25Speaker 04

  You know, that everyone has.

• 10:26Speaker 03

  Yeah.

• 10:26Speaker 04

  Of having the offer rescinded.

• 10:28Speaker 03

  Yes.

• 10:29Speaker 04

  It's like this myth.

• 10:30Speaker 03

  Right.

• 10:30Speaker 04

  That has scared so many people.

• 10:33Speaker 03

  Yeah.

• 10:33Speaker 04

  Into taking low offers.

• 10:35Speaker 03

  Yeah, just because.

• 10:36Speaker 04

  Yeah, cuz they're afraid.

• 10:37Speaker 03

  That fear.

• 10:38Speaker 04

  Yeah.

• 10:38Speaker 03

  Yeah.

• 10:38Speaker 04

  But the reality is.

• 10:39Speaker 03

  Yeah.

• 10:40Speaker 04

  If you're professional.

• 10:41Speaker 03

  Mm-hmm.

• 10:42Speaker 04

  Companies don't rescind offers.

• 10:45Speaker 03

  Oh, yeah.

• 10:45Speaker 04

  I mean, very, very rarely.

• 10:47Speaker 03

  Right, think about it from their side.

• 10:49Speaker 04

  Yeah.

• 10:49Speaker 03

  They've put all this time and energy.

• 10:51Speaker 04

  They've invested in you.

• 10:52Speaker 03

  They're excited.

• 10:53Speaker 04

  You're excited to hire you.

• 10:54Speaker 03

  Yeah, so why, unless, you know, do something crazy?

• 10:58Speaker 04

  Unless you're demanding like a billion dollars.

• 11:00Speaker 03

  Yeah.

• 11:00Speaker 04

  Like, you know, you're being super rude.

• 11:02Speaker 03

  Right.

• 11:02Speaker 04

  They're not gonna rescind the offer.

• 11:04Speaker 03

  It doesn't make sense.

• 11:05Speaker 04

  It doesn't, it would cost them more money.

• 11:07Speaker 03

  Right, more time and money.

• 11:09Speaker 04

  More time, damage their reputation.

• 11:11Speaker 03

  Right.

• 11:13Speaker 04

  Yeah, so.

• 11:13Speaker 03

  Okay, good.

• 11:14Speaker 04

  So.

• 11:14Speaker 03

  Don't be afraid.

• 11:15Speaker 04

  We could debunk that myth. Debunk it, yeah.

• 11:18Speaker 03

  Be confident.

• 11:19Speaker 04

  Know your worth.

• 11:20Speaker 03

  Yeah.

• 11:20Speaker 04

  You know, be prepared.

• 11:22Speaker 03

  Yeah.

• 11:22Speaker 04

  And it's a collaboration.

• 11:23Speaker 03

  Yeah, I love what.

• 11:24Speaker 04

  Not a confrontation.

• 11:25Speaker 03

  What Brandon and Jeff have shared, I think it's so valuable.

• 11:29Speaker 04

  Yeah.

• 11:29Speaker 03

  It's not just about getting more money.

• 11:32Speaker 04

  Right.

• 11:32Speaker 03

  It's about that.

• 11:33Speaker 04

  Empowerment.

• 11:34Speaker 03

  Empowerment, yeah.

• 11:35Speaker 04

  Yeah.

• 11:36Speaker 03

  That you can go in and advocate for yourself.

• 11:38Speaker 04

  Absolutely.

• 11:39Speaker 03

  Yeah.

• 11:39Speaker 04

  And set yourself up.

• 11:40Speaker 03

  Hmm.

• 11:40Speaker 04

  For a great career.

• 11:41Speaker 03

  Yeah.

• 11:42Speaker 04

  Yeah, it's about like changing your thinking from, I'm asking for a favor.

• 11:46Speaker 03

  Yeah.

• 11:46Speaker 04

  To, I bring value.

• 11:48Speaker 03

  Right.

• 11:48Speaker 04

  To this company.

• 11:49Speaker 03

  Yes. And that leads to our final thought for you.

• 11:53Speaker 04

  Okay.

• 11:54Speaker 03

  Think back to a time when you didn't negotiate a job offer.

• 11:58Speaker 04

  Oh, yeah.

• 11:59Speaker 03

  You know, maybe you were just so relieved to get the offer. You didn't even think about it.

• 12:03Speaker 04

  Mm-hmm.

• 12:03Speaker 03

  Or maybe you were just afraid to, you know.

• 12:06Speaker 04

  Yeah, rock the boat.

• 12:07Speaker 03

  Rock the boat.

• 12:08Speaker 04

  Right.

• 12:08Speaker 03

  How did that make you feel later on?

• 12:10Speaker 04

  It's funny how those things stick with you.

• 12:12Speaker 03

  Yeah.

• 12:12Speaker 04

  You know?

• 12:13Speaker 03

  Like, years later, you think, what if I had said something?

• 12:15Speaker 04

  Right, what if I'd asked for more?

• 12:17Speaker 03

  Exactly.

• 12:17Speaker 04

  I know I've definitely had those moments.

• 12:19Speaker 03

  Yeah.

• 12:19Speaker 04

  And it's not even always about the money.

• 12:21Speaker 03

  Right.

• 12:22Speaker 04

  It's about that feeling of.

• 12:23Speaker 03

  Yeah.

• 12:23Speaker 04

  Like, I stood up for myself.

• 12:25Speaker 03

  Hmm.

• 12:26Speaker 04

  I didn't just settle.

• 12:27Speaker 03

  It's about your self-worth.

• 12:28Speaker 04

  Yeah.

• 12:29Speaker 03

  You know, like recognizing that you have value.

• 12:31Speaker 04

  Exactly.

• 12:32Speaker 03

  You have skills, experience, and that you deserve to be compensated for that.

• 12:36Speaker 04

  And when you come from that place.

• 12:37Speaker 03

  Yeah.

• 12:38Speaker 04

  It changes the whole dynamic.

• 12:39Speaker 03

  It really does.

• 12:40Speaker 04

  So, as we wrap up this deep dive into the world of salary negotiation.

• 12:45Speaker 03

  Mm-hmm.

• 12:46Speaker 04

  We want to leave you with this.

• 12:48Speaker 03

  Okay.

• 12:50Speaker 04

  You are worth it.

• 12:51Speaker 03

  Yes, you are.

• 12:51Speaker 04

  You deserve to be compensated fairly.

• 12:53Speaker 03

  Absolutely.

• 12:54Speaker 04

  For your talents, your skills, what you bring to the table.

• 12:57Speaker 03

  Mm-hmm.

• 12:57Speaker 04

  And you have the power.

• 12:59Speaker 03

  You do.

• 12:59Speaker 04

  To advocate for yourself.

• 13:00Speaker 03

  Don't let fear hold you back.

• 13:02Speaker 04

  Yeah, don't let that fear or self-doubt.

• 13:04Speaker 03

  Yeah.

• 13:04Speaker 04

  Hold you back. Arm yourself with knowledge.

• 13:07Speaker 03

  Prepare.

• 13:08Speaker 04

  And go in there with confidence.

• 13:09Speaker 03

  Yeah. You might be surprised at what you can achieve.

• 13:13Speaker 04

  Hmm, you really might.

• 13:34Speaker 05

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