A breathtaking presentation on negotiation by Kai Davis

1. “Holla for that Dolla”
A breathtaking presentation on negotiation by Kai Davis

2. No one cares about your
career more than you.

3. "I tell my graduate students that by not negotiating their
job at the beginning of their career, they're leaving
anywhere between $1 million and $1.5 million on the table
in lost earnings over their lifetime."
— Linda Babcock, Carnegie Mellon University

4. If you don’t ask for money
periodically, you’re likely
to be underpaid.

5. Me
Negotiated a $16,000 raise, promotion
to department manager, and 1 month
paid vacation in San Diego.

6. • Specific problems the company was
facing

7. • Specific problems the company was
facing
• How I added value over the past 12
months

8. • Specific problems the company was
facing
• How I added value over the past 12
months
• Solutions that would add hundreds of
thousands of dollars to the bottom line

9. • Specific problems the company was
facing
• How I added value over the past 12
months
• Solutions that would add hundreds of
thousands of dollars to the bottom line
• What other people were getting paid

10. • Specific problems the company was
facing
• How I added value over the past 12
months
• Solutions that would add hundreds of
thousands of dollars to the bottom line
• What other people were getting paid
• What I’d do if they said no

11. •
•
•
•
•
Specific problems the company was
facing
How I added value over the past 12
months
Solutions that would add hundreds of
}
thousands of dollars to the bottom line
What other people were getting paid
What I’d do if they said no
Time:
8 hours

12. • Prepare for your negotiation

13. • Prepare for your negotiation
• Pinpoint exactly how much you need to earn

14. • Prepare for your negotiation
• Pinpoint exactly how much you need to earn
• Deflect a common negotiation trap

15. • Prepare for your negotiation
• Pinpoint exactly how much you need to earn
• Deflect a common negotiation trap
• Use the ‘Door-in-the-Face’ technique to
bypass negotiation barriers

16. A Word of Warning

17. How much is your time worth?

18. Sit down and figure it out!

19. Use a salary search site

20. Use a salary search site
• Glassdoor
• Payscale
• OLMIS
• Indeed

21. Ask a friend

22. Stalk your Job

23. Break down the job posting line by line

24. Research the website extensively

25. Suggest 3 specific things you’d do
to improve the company

26. “So, how much do you make?”

27. You can always come down in price

28. You can always come down in price
You can NEVER go up

29. So, what do you say?

30. 1. N/A

31. 2. “I want to make sure it’s a good fit”

32. 3. Stress how much you’d like to
do going forwards

33. The Offer Sucks

34. Walk Away

35. Ask for more vacation time

36. Negotiate a future review

37. If they say no, what will you do?

38. Door-in-the-Face Technique

39. Negotiate a future review

40. (You know you rock)
Negotiate a future review
(But they don’t...yet)

41. Next Steps

42. Practice

43. Practice
• Make a budget and identify your minimum per-hour
• Role play a negotiation with a friend
• Buy something on Craigslist and negotiate the price

44. Slides + Notes Posted:
http://www.kaisdavis.com/negotiate

45. Discussion