Salary negotiations are particularly important because people are testing you as both a co-worker and an ambassador. They really don't want you to be a pushover, and they don't want you to be a jerk.
Interpretation
Salary negotiations serve as a test of your professionalism and interpersonal skills.
This quote highlights the significance of salary negotiations not just as a financial discussion, but also as a chance to showcase your qualities as a colleague and representative of your value. By navigating the negotiation process effectively, you demonstrate your worth without compromising on professionalism, avoiding extremes of being either overly submissive or excessively aggressive.
In practice
Using this quote during a workshop on salary negotiations to emphasize the importance of one's demeanor.
When you expect to get into a negotiation, you expect to be faced by a guy that's going to attack you, a guy or gal that's going to attack or that they're going to try to get the best of you. Two-thirds of us, that makes us very defensive.
Price doesn't make deals, and salary doesn't control your career.
There are three kinds of yeses. There's commitment, confirmation, and counterfeit. People are most used to giving the counterfeit yes because they've been trapped by the confirmation yes so many times. So the way you master no is understanding what really happens when somebody says 'no.' When yes is commitment, no is protection.
The sweetest two words in any negotiation are actually, 'That's right.' Before you convince them to see what you're trying to accomplish, you have to say the things to them that will get them to say, 'That's right.'
The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try to force your opponent to admit that you are right. Ask questions, that begin with 'How?' or 'What?' so your opponent uses mental energy to figure out the answer.
Very few negotiations are begun and concluded in the same sitting. It's really rare. In fact, If you sit down and actually complete your negotiation in one sitting, you left stuff on the table.
You need to ask yourself, ‘Where do you want to work: startups, mid-size or large companies?’ If you find yourself debating the ‘startup versus large company’ choice you’ve already chosen the big company. Entrepreneurship isn’t a career choice it’s a passion and obsession.
I think the biggest mistake most people make when they pick their first job is they don't worry enough about whether they'll love the work, and they worry more about whether it's good experience
For many people a job is more than an income - it's an important part of who we are. So a career transition of any sort is one of the most unsettling experiences you can face in your life.
If you're not enjoying your work, you should either change your attitude, or change your job.
My only advice is to try to get the job that's most like the job you want, rather than the one that's more prestigious. Always try to be the talent.
There are many more jobs out there than you have ever heard of. Your dream job might not yet exist. If you had told 'College Me' that I would become a professional YouTuber, I would've been like, "That is not a word, and it never should be."
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