Empower Your Business with More revenue in Employment contracts

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[Music] lisa is with us in chicago hi lisa how are you how you doing good how can we help so i'm in the middle of negotiating my salary for a new job and i'm a little bit i don't know how to handle it or how to take it from here and to give you a little bit of background uh i'm in a dead-end i.t job so i decided to go somewhere else plus get a certification so my next job i asked for i currently make 73 base i ask for 83 but they're not willing to pay more than 75. so how big a company is this it's big big yes financial uh during the financial industry okay all right well you probably got your number you just need to decide if you want to work there i doubt that they're going to do a bunch of negotiating i think they've told you what they're going to do you might get a little bit out of this but uh the the the way to posture and position yourself so you don't harm yourself into a brand new job you don't automatically end the honeymoon before it starts um is just switch shoes for a minute if you were that supervisor that's interviewing you or that company that's interviewing you why would you give you more money i want it is not a reason okay and i had a magic number in my head that they didn't meet doesn't make them a bad person i was the worst i would have a magic number in my head and it was so sometimes it was ludicrous and then the boss would come in and i'd feel like they and offer me hey here's a job and here's 5 000 less than your magic number and i would feel that as a loss like they had taken something from me right they had it all right yeah they'd offered me a job and so you just have to decide do i want to um change my life for 2 000 bucks and a big company that if you go in there and bust it and do great work and provide value will increase your salary over time in in different roles and professional and professional responsibilities right so the way i would approach it is i would just ask the hiring supervisor that you're talking to or whatever the phrase is that you use how could i add more value in this position that would make me more valuable that would make you guys want to pay me more i don't want you to give me more money just because i i think i deserve it because i breathe air i'm willing to do things that are moral and reasonable extra i'm willing to add elements to this that that you know that make me more valuable to this company and then you that you know what what would be the thing i would need to will you need to get this certification great can we agree that when i get this certification then i that it comes with an automatic raise that matches that and i'll go get the certification and you can start at the lower position and then go get the certification six months later and get your raise right um or whatever but but you're asking you're not asking them to give you something because you're entitled in any way no i'm not i don't feel that way at all i know and so make sure you're vocalizing it that way how can i how can i add value that because i would really like to make 80 but i don't expect you to pay me that or 85 i don't expect you to pay me that unless there's a reason and so i'm asking you what would i need to do to be worth 85 or 80 or whatever for you guys because i'd really like to get there help me because i'm all about personal growth i'm all about getting better and i'm all about making sure that i make you more than i cost you okay well thank you i appreciate it sure and i think dave you that that wisdom is good because she enters into a conversation that's with not against and she might find out oh man we pay this this is a big company and so we pay this band of employee x and y and you're at the top of that range but we're going to move you so you find out actually they're capping the value that they can but so you find out a lot of stuff when it's we're on the same side but when we're across the negotiating table then it's got to be you versus me right well a negotiation properly done of any kind is not put up your dukes that's right it's not i'm gonna take from you so that i get more right it's not a zero-sum game uh in other words if she brought in an extra million dollars in revenue to that organization would they gladly give her more money absolutely in a heartbeat you know most of them would anyway some of them are too stupid to do that but most of them most companies small large anything and so it's like we go win together i tell folks around here if you leave the cave kill something and drag it home i will share it with you right you know i'm not going i'm not greedy i don't but but also not gonna pay you you know and one guy go well you know you need to pay me this because i've got all these degrees and i'm like he had more degrees than a thermometer i mean it was like and i'm like dude your race is effective when you are right you know this is a small business so at so all negotiations are how can we get to where we want to be together if you're buying something from somebody how do you keep i once once i sit across table from somebody my hackles come up yeah how do you keep from turning it into a competition yeah well the problem is oh yeah if my deal becomes not beating him my deal become my win is when i get the deal done okay not did i destroy him not that i got him to take five thousand dollars less but no we should get the deal done because see if you get into a one-dimensional thing on a negotiation where it's just like a price on you're buying a car from somebody the price is this and you go okay well i'll give you this well i'll take that well back and you go you know it's just back and forth to you meets and then you go we'll split the difference or whatever and you go back and forth with this verbal ping pong back it balls on your side and it balls on my side and every time we get a little bit closer finally someone goes enough this is it that you've reached my point you got my number and you go okay i'm in or i'm not or but if you can make it about something else yeah you know it's not just the price okay for instance i'm used to you know buy a lot of foreclosures or buy a lot of real estate and i would tell people in those days a house has been sitting on the market for a while we will close it this afternoon for cash now that matters yes you lighten their load a little bit this is just we're done you got money tonight to go buy a lobster dinner baby i mean this is today you've been screwing around with this house for six months you're behind on your payments tonight and in return what do i get price a good house yeah yeah i get a how but i get it i get a good price but but the immediacy is a different factor than price right and so you add other factors into the equation when you're negotiating and in her case the factor we're adding in is how can i add value to where you wish that i was here you're happy that i'm here what can i do to be the best team player you've ever had on the team yeah you know and and what does it look like to be as our friend pat lincione says the ideal team player