How to negotiate your salary, whether this is your first job or your 10th. Includes sample scripts that are proven to work.

1. Salary
Negotiation
Joe Goldberg

2. Most people suck at negotiation

4. Why?
● Useful skill to have in other walks of life

5. Myth: Negotiation has to be adversarial
● Effective negotiators are rarely mean
● Instead, they explore situation and use
words like, “We’re close, we just need to find
a good fit here”
● “Let’s work on this together because we both
have the same goal” You’ve built up good
will, don’t spend it all pushing for every $
Negotiation Myths

6. Myth: Negotiation is about you
● “Here’s why I need the money”
● Employer doesn’t care why
● They’ll think you’re financially irresponsible &
all you care about is the $
● It’s about your value & demonstrating what
pain of theirs you’re prepared to relieve
Negotiation Myths

7. Myth: I need to read a bunch before I try it
● You do need to get educated
● You’ll learn 100x more from practicing 5
negotiations than from reading
● Search “How to negotiate salary” to see how
terrible most of the advice is anyway
Negotiation Myths

8. Negotiation Myths
Myth: Some people are born negotiators
● Practice matters
● None of us may ever be the world’s top
negotiator…but we don’t have to
● If you marginally improve negotiation skills,
you can reap disproportionate rewards

9. Myth: If I negotiate, I’ll lose the job offer
● At this point they want you in the job
● They’ve spent time and $1,000s getting you
to this point
● Your salary is nothing to the company - they
don’t care, especially about $5-$10k
● They expect you to negotiate
Negotiation Myths

10. Negotiation
Principles
Do your homework

11. Negotiation starts with your first email

12. 1. Know what you want
● And can communicate it to the other person
● And can demonstrate why you’re worth it
● This single distinction can be worth
thousands
Negotiation Principles

13. Walkaway / Minimum / Expected
● For each component of job offer
● Helps determine which are most important
● Lets you know if you even need to negotiate

14. Walkaway / Minimum / Expected

15. 2. Know who you’re negotiating with
● Able to offer specific examples of solving
their pain points and working w/ their style
● Know the company. Did they just raise VC?
Are they bootstrapped?
● Exhaust all sources of info (think of ROI on
the hours spent researching)
Negotiation Principles

16. Possible Sources of Information
● Suppliers, allies, analysts, customers
● Current or former employees
● Experts, journalists who cover this area
● Internal or external mentors
● People in the org who can tell you the truth
● The Internet

17. 3. Have a toolbox
● Amateurs walk in and just “wing it.”
● Listen, and learn what they’re flexible about
● Press that lever, and trade something else
Negotiation Principles

18. 4. Practice relentlessly
● Feels weird. Who to practice with? What to
say?
● Why would you expect results in a real
negotiation if you haven’t nailed a practice?
● Try sample scripts, but use your own voice
● “I hope they don’t ask this” = practice more
Negotiation Principles

19. 5. Don’t shoot your first basket in the NBA
● First financial negotiation shouldn’t be
against a hiring manager
● Start off small, but in real-world environment
○ Local farmer’s market
○ Craigslist
● When you get to the one that matters, you’ll
have several negotiations under your belt
Negotiation Principles

20. 7. Asymetrical warfare
● Right now, it’s a developer’s market
● But, they know salary range, they hire and
negotiate all the time
● Be likeable
● Put off salary discussion as long as possible
Negotiation Principles

21. ● Give range, total comp, or respectfully
redirect to how you can add value. Don’t lie!
● “I’m sure we’ll find a number that works for
both of us, but for now, I want to make sure
it’s a good fit.”
● “I’m not comfortable revealing that info. but I
am interested in discussing some of the
other ways I can help the company”
How to delay

22. ● My favorite (for folks with job experience):
“You know, at my last job I was very well
compensated. I'm certainly looking for
compensation that is a good fit for me but I'm
also looking for a better fit in terms my
values and what I want to do with my career”
How to delay

23. Negotiation
Techniques
Thank → Evaluate → Negotiate

24. Negotiation Techniques/Phrases
Always thank them and
reiterate your interest in the
position

25. Negotiation Techniques/Phrases
I want to be here, I’m going to
add a tremendous amount of
value, and here’s what I’m
worth

26. Evaluate
● Do I even need to negotiate?
● Only works if you’ve done your homework
○ Cost of living?
○ Title / experience?
○ Deliberately low-balling?
● Do your homework on the company too
● Where are they flexible/inflexible?

27. Two paths
1. Negotiate later.
“I need to sleep on
it, will you please
email me the offer
letter?”
2. Negotiate
everything now...

28. Areas of agreement / debate
● Negotiations are easier if you start by
agreeing
● Discuss those first
● “I think we can both agree that …”
● “I’m glad we’re in agreement that …”

29. Negotiation Techniques/Phrases
● “This is the job I want. With that said...”
● Give a range, suggest where you are within
it
● “Based on my success at …, which I also
expect to bring to this company”
● “I deserve to be on the higher end of that
range”
● “Compared to other candidates, I’m …”

30. Not just salary
● First, listen. Why won’t/can’t they offer
more?
● “Goes long way to closing the gap, but given
my research, still not what I think I deserve
in this role.”
● “Would it be appropriate to talk about …?”
● Stock or Stock Options
● Start date

31. Accelerated review cycle
● Often overlooked
● Keeps door open for future negotiations
● “What would the review cycle be for my
performance?”
● Lots can change in 6 months
○ Company
○ Economy
○ You

32. If you have multiple offers
● Do bring it up / Don’t lie
● Don’t make it about money
● Don’t give details of other offers
● “I prefer to be here”
● “I want to make sure that my value is fairly
represented by my compensation”

33. If you have multiple offers
I want to be here, I’m going to
add a tremendous amount of
value, and here’s what I’m
worth

34. “How do I negotiate
my salary when they
tell me the salary
isn’t flexible?”

35. Questions?

36. Demo

37. Questions?

38. Practice

39. The “Briefcase Technique”
● Demonstration
● Forces you to do your homework before you
ever set foot in the room
● What does the hiring manager really want?
● What do they fear?

40. References/Resources
● http://iwillteachyoutoberich.com
● http://findyourdreamjob.com
● http://www.glassdoor.com
● “Ask For It”
● “How To Win Friends & Influence People”
● “Crucial Conversations”
● “7 Habits of Highly Effective People”
● “New Leader’s 100 Day Plan”

41. Thank you!