2: HOW to NEGOTIATE YOUR WORTH

00:38:10
https://www.youtube.com/watch?v=tw_CGkP_-jg

概要

TLDRDans cet épisode de "How to Corporate", Fella Ebiola accueille Dr Rochelle Parks Yancey pour discuter de la façon de négocier son salaire et d'évaluer sa valeur professionnelle. Dr Yancey, experte en ressources humaines et coach de carrière, partage ses conseils sur la manière de déterminer la valeur de ses compétences et sa capacité de négociation. Elle souligne l'importance de faire des recherches approfondies sur le marché du travail et les salaires, tout en développant la confiance nécessaire pour demander une rémunération qui reflète réellement sa valeur. En renforçant la préparation mentale et en consolidant les compétences de négociation par la pratique, les professionnels peuvent efficacement négocier des conditions de travail optimales sur le chemin de la réussite financière et professionnelle. Dr Yancey insiste sur le fait que connaître son propre "Hell No" – c'est-à-dire le salaire minimal qu'on est prêt à accepter – est crucial pour ne pas céder à des offres qui sous-évaluent notre travail.

収穫

  • 🧠 Importance de la négociation proactive pour sa carrière.
  • 💼 Ne jamais se fier uniquement à l'entreprise pour évaluer sa valeur.
  • 📈 Faire des recherches approfondies sur les salaires du marché.
  • 🤝 Négocier également les conditions de travail, pas seulement le salaire.
  • 📝 Pratiquer régulièrement la communication de ses attentes salariales.
  • 🏆 Importance de quantifier ses réussites professionnelles.
  • 🔍 Développer la confiance grâce à une préparation minutieuse.
  • 🗣️ Utiliser le feedback de l'environnement professionnel comme levier.
  • 👥 Établir des relations professionnelles solides pour l'information sur les salaires.
  • 🚫 Connaître son 'Hell No' pour éviter les offres inacceptables.

タイムライン

  • 00:00:00 - 00:05:00

    Hôte Fella Ebiola présente son émission sur la réussite professionnelle avec l'invitée Dr. Rochelle Parks Yancey, explorant la compétence nécessaire pour négocier sa valeur dans le milieu de travail.

  • 00:05:00 - 00:10:00

    Dr. Yancey partage l'importance d'identifier les insatisfactions professionnelles et raconte son parcours personnel menant à sa spécialisation en ressources humaines. Elle souligne que les carrières peuvent évoluer au-delà des points de départ initiaux.

  • 00:10:00 - 00:15:00

    Elle insiste sur l'importance de ne pas compter sur les entreprises pour déterminer la valeur personnelle et partage un exemple soulignant les pertes possibles si l'on ne négocie pas correctement son salaire.

  • 00:15:00 - 00:20:00

    Dr. Yancey aborde le mythe de la reconnaissance automatique de la valeur au travail encouragé par les institutions académiques et met en garde contre les effets négatifs de l'ignorance salariale.

  • 00:20:00 - 00:25:00

    Elle propose des stratégies pour renforcer la confiance avant de négocier, en notant que parler à soi-même peut être une méthode utile pour surmonter la peur.

  • 00:25:00 - 00:30:00

    Elle détaille les recherches nécessaires avant de négocier un salaire, comme évaluer la valeur de ses compétences et de son expérience pour l'emploi, en tenant compte du contexte géographique et sectoriel.

  • 00:30:00 - 00:38:10

    Dr. Yancey souligne l'importance des bénéfices non salariaux et de la préparation minutieuse des négociations salariales. L'attention aux détails, telle que la préparation visuelle et verbale, est primordiale pour réussir à obtenir les conditions décentes.

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マインドマップ

Mind Map

よくある質問

  • Qui était l'invitée de l'épisode ?

    L'invitée était Dr Rochelle Parks Yancey.

  • Quel est le sujet principal de l'épisode ?

    Le sujet principal est la négociation de votre valeur professionnelle.

  • Quels sont les titres professionnels de Dr Yancey ?

    Dr Yancey est professeur en ressources humaines, coach de carrière, auteure et compétitrice de fitness.

  • Quelle est l'importance de savoir négocier son salaire ?

    Cela permet de s'assurer que l'on est payé à sa juste valeur et de ne pas laisser de l'argent sur la table.

  • Que signifie le terme "Hell No" dans la négociation salariale ?

    Il s'agit du montant minimum que vous refusez d'accepter lors d'une négociation.

  • Quels éléments entrent en compte dans l'évaluation de la valeur de votre travail ?

    Les éléments incluent l'éducation, les certifications, les compétences, l'expérience et les accomplissements.

  • Quels conseils Dr Yancey donne-t-elle pour surmonter la peur en négociation ?

    Dr Yancey conseille de se parler à soi-même et de s'exercer à l'aide de pratiques et de simulations.

  • Quelle analogie utilise Dr Yancey pour souligner l'importance de se vendre efficacement ?

    Elle compare la négociation à un match de sport où il faut être son propre meilleur vendeur.

  • Quels autres aspects peuvent être négociés avec un salaire ?

    Le travail à domicile, les frais de déménagement, les options de stock et les congés payés peuvent aussi être négociés.

  • Pourquoi est-il important de faire des recherches avant une négociation salariale ?

    Faire des recherches permet de connaître la fourchette salariale pour le poste, l'industrie et la région, et ainsi mieux défendre sa position.

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  • 00:00:02
    hey there
  • 00:00:03
    my name is fella ebiola
  • 00:00:05
    and this is how to corporate
  • 00:00:07
    my digital show
  • 00:00:09
    about how successful professionals
  • 00:00:11
    navigate career moves and money matters
  • 00:00:14
    today's topic
  • 00:00:15
    how to negotiate your work with my guest
  • 00:00:18
    dr rochelle parks yancey
  • 00:00:22
    so welcome back
  • 00:00:24
    today's topic is you know really
  • 00:00:27
    an area that i've wanted to focus on for
  • 00:00:29
    a while it's a skill set that everybody
  • 00:00:31
    should have at the end of the day
  • 00:00:33
    uh knowing your worth
  • 00:00:35
    it's a common phrase that's thrown
  • 00:00:37
    around all the time but do people really
  • 00:00:40
    know how to apply your work right and uh
  • 00:00:44
    but never fear
  • 00:00:46
    how the corporate is here and i can't
  • 00:00:48
    think of a better person to have this
  • 00:00:50
    conversation with than
  • 00:00:52
    uh the great dr rochelle parks yancey
  • 00:00:56
    she is a human resource professor she is
  • 00:01:00
    a career coach
  • 00:01:01
    a uh multi-uh book author uh resume
  • 00:01:06
    writer fitness competitor
  • 00:01:09
    motivator i can't think of all her
  • 00:01:10
    titles all right i can't think of all
  • 00:01:12
    her time she has a lot of them so uh but
  • 00:01:15
    you know first and foremost thank you dr
  • 00:01:18
    nancy so much for attending the podcast
  • 00:01:21
    today to have this discussion so you
  • 00:01:23
    know thank you so much appreciate you
  • 00:01:24
    for sure so um i'll first just start to
  • 00:01:28
    kick it off man dr yancey maybe you want
  • 00:01:30
    to give the folks a little bit about
  • 00:01:31
    your background as before we kind of get
  • 00:01:34
    into the topic just talk a little bit
  • 00:01:35
    about yourself
  • 00:01:37
    so certainly um
  • 00:01:39
    a little bit about me is that
  • 00:01:41
    uh you know i'm very hard-headed my
  • 00:01:43
    parents always said that and i learned
  • 00:01:45
    everything the hard way so most of the
  • 00:01:47
    stuff that i talk about is because i
  • 00:01:49
    learned it the hard way you know but but
  • 00:01:52
    that's okay um
  • 00:01:54
    so you know obviously i specialize in
  • 00:01:57
    human resources uh you know phil i
  • 00:01:59
    talked about um
  • 00:02:01
    you know resume writing and and all that
  • 00:02:02
    sort of thing but i do want to mention
  • 00:02:04
    that i did not start off i was always a
  • 00:02:07
    business major but originally i thought
  • 00:02:08
    i was going to be
  • 00:02:10
    a banker um i finished college that i
  • 00:02:12
    was going to be a banker and you know i
  • 00:02:14
    worked in banking and it was horrendous
  • 00:02:17
    i'm not criticizing the big industry i'm
  • 00:02:19
    saying that was horrendous for me and i
  • 00:02:21
    was paid very well the money was good
  • 00:02:23
    right but you know at fridays at 5 00
  • 00:02:26
    p.m i felt like i was escaping the
  • 00:02:27
    graveyard only to go back to the
  • 00:02:29
    graveyard again on monday so
  • 00:02:31
    you know
  • 00:02:32
    and i knew you know i just couldn't live
  • 00:02:34
    like that yeah anymore
  • 00:02:36
    so anyway you know so i kind of followed
  • 00:02:38
    around and i did like a lot of other
  • 00:02:39
    things you know and then i found out
  • 00:02:42
    that you know hr was kind of my area
  • 00:02:44
    specific training development
  • 00:02:45
    recruitment and that was how you know i
  • 00:02:48
    got into that but my whole point is that
  • 00:02:51
    where you started is never where you
  • 00:02:53
    have to end up you know as far as i'm
  • 00:02:56
    concerned we can still be or do whatever
  • 00:02:58
    we want to be or do up until you know
  • 00:03:00
    we're dead or we're in the hospital and
  • 00:03:02
    i'm not dead i'm still not in hospital
  • 00:03:04
    so you know i'm all right so
  • 00:03:06
    you know so we're living still
  • 00:03:08
    yeah so
  • 00:03:10
    that's um
  • 00:03:11
    that's really you know uh you know
  • 00:03:14
    about me i'll talk about you know some
  • 00:03:15
    of my books and you know it's on you
  • 00:03:17
    know later on but
  • 00:03:19
    just in terms of who i am um
  • 00:03:22
    i'll just mention one thing i totally
  • 00:03:23
    believe that we are 100 responsible for
  • 00:03:25
    our own career i mean fellow knows how i
  • 00:03:28
    am about this i don't believe in
  • 00:03:29
    victimhood nobody's going to save you no
  • 00:03:31
    one's gonna help you unless you're gonna
  • 00:03:33
    help yourself you gotta be willing to
  • 00:03:35
    fight for what's yours and fight doesn't
  • 00:03:37
    mean necessarily um uh aggressively you
  • 00:03:40
    have to know how to fight strategically
  • 00:03:42
    you cannot count on a company i don't
  • 00:03:44
    care what the company is you can't count
  • 00:03:46
    on a client to tell you what your worth
  • 00:03:49
    is you need to do your salary homework
  • 00:03:51
    and so we'll get into that uh to know
  • 00:03:54
    what that range is and there are a
  • 00:03:55
    number of variables um that that go into
  • 00:03:58
    that and just to like give you an
  • 00:03:59
    example so i was talking a client
  • 00:04:00
    yesterday and they were like well what
  • 00:04:02
    do you think my resume suggests that i
  • 00:04:04
    would be worth and i'm like i can't
  • 00:04:05
    answer that question with any
  • 00:04:07
    intelligence i can make up a number that
  • 00:04:09
    will make you feel good but i'm not a
  • 00:04:11
    liar and i'm not a damn liar then i'm
  • 00:04:12
    not gonna do that you know so
  • 00:04:15
    uh
  • 00:04:16
    it's up to you so to your point it's up
  • 00:04:18
    to you to know
  • 00:04:20
    your worth
  • 00:04:22
    don't count on a company to tell you
  • 00:04:24
    because here's the thing i'll give you
  • 00:04:25
    this really quick example
  • 00:04:26
    you can think well okay i'm worth 120
  • 00:04:29
    and it comes 120 000 rather for a
  • 00:04:31
    particular role and a company is like
  • 00:04:32
    okay we'll give you the 120. you know
  • 00:04:34
    what that means there was way more money
  • 00:04:36
    on the table and you left it and it's
  • 00:04:38
    your fault that you didn't go get it
  • 00:04:42
    so so so
  • 00:04:43
    to that point right i mean
  • 00:04:46
    i think sometimes folks are
  • 00:04:48
    maybe a little scared right to even just
  • 00:04:50
    push back right that that push back on
  • 00:04:53
    the needle to say
  • 00:04:55
    well i mean 120 000
  • 00:04:57
    that's a nice salary that's you know
  • 00:04:59
    that's good money
  • 00:05:00
    if they put it out there i don't want to
  • 00:05:02
    turn them off i don't want to you know i
  • 00:05:04
    don't want to say well maybe i'm coming
  • 00:05:06
    off too greedy or maybe they say oh well
  • 00:05:08
    we can get the next person who's you
  • 00:05:10
    know um for much cheaper or exactly at
  • 00:05:13
    the price range that you know we're
  • 00:05:15
    trying to go for i mean i i think
  • 00:05:18
    there's a lot of folks who probably have
  • 00:05:19
    that mentality i mean what would you say
  • 00:05:22
    to those who may say you know what i
  • 00:05:24
    don't really want to rock the boat here
  • 00:05:26
    i feel
  • 00:05:27
    if i get that offer and i've been maybe
  • 00:05:29
    i've been out of work for three four
  • 00:05:31
    five six months and
  • 00:05:33
    and it's exactly what i was thinking i
  • 00:05:35
    mean what would you say to that is that
  • 00:05:36
    a way to
  • 00:05:37
    are you cutting yourself short by doing
  • 00:05:39
    so or is there a way to maybe come at it
  • 00:05:42
    later on at a bite at the apple i mean
  • 00:05:44
    what are your thoughts there no okay
  • 00:05:46
    check it out okay
  • 00:05:48
    that's a lot so number one here's the
  • 00:05:50
    thing and i'm saying this as a professor
  • 00:05:52
    college is a lie
  • 00:05:54
    all right college will teach you that if
  • 00:05:56
    you just do the right thing and you just
  • 00:05:58
    work hard everyone's going to recognize
  • 00:06:00
    your value that's a load of garbage
  • 00:06:02
    okay you don't get paid what you deserve
  • 00:06:05
    you get what you negotiate so here's the
  • 00:06:07
    deal if you've been out of work a long
  • 00:06:09
    time i totally respect you taking
  • 00:06:10
    whatever you got to do to pay some bills
  • 00:06:12
    but in the meantime you keep looking for
  • 00:06:14
    opportunities to value you you know why
  • 00:06:16
    because there's nothing worse than i'm
  • 00:06:18
    sure that fella you've experienced or i
  • 00:06:20
    certainly have experience when you start
  • 00:06:22
    a job you're all excited you may even be
  • 00:06:24
    happy about the salary then you find out
  • 00:06:26
    oh wow i'm making like 30 000 less or
  • 00:06:29
    whatever it is than someone else but
  • 00:06:31
    whose fault is that you didn't ask for
  • 00:06:33
    it and people tend to blame the company
  • 00:06:34
    and blame everybody else but i don't
  • 00:06:36
    blame people for what i did not ask for
  • 00:06:38
    that's my fault
  • 00:06:40
    you know see i'm all in about doing what
  • 00:06:42
    i can oh right now i do understand being
  • 00:06:45
    afraid like well if i ask for more you
  • 00:06:47
    don't ask for my what what my worth is
  • 00:06:50
    they're going to walk away well number
  • 00:06:52
    one one mistake people have is number
  • 00:06:54
    one they don't ask at all there's always
  • 00:06:56
    a range always okay
  • 00:06:59
    but then number two
  • 00:07:00
    um people even if they do ask as i said
  • 00:07:04
    they don't just to do their homework
  • 00:07:06
    they just have pulled a number out of
  • 00:07:07
    the air but where did this number come
  • 00:07:09
    from
  • 00:07:10
    you know what salary homework have you
  • 00:07:12
    done on the back end to support what
  • 00:07:15
    you're asking for on the front end right
  • 00:07:18
    then number three they don't practice
  • 00:07:21
    their salary negotiation verbiage
  • 00:07:23
    because and even writing in writing as
  • 00:07:25
    well as a verb because it's practice it
  • 00:07:28
    is hours and hours and hours um
  • 00:07:31
    of excuse me of practice and then number
  • 00:07:34
    two i don't know i mean i don't feel
  • 00:07:36
    like i was put on this earth to fit in
  • 00:07:38
    with everyone else
  • 00:07:39
    i feel like i was put on this i wasn't
  • 00:07:41
    born i'm gonna call it dr seuss you know
  • 00:07:43
    i put this on linkedin a lot i wasn't
  • 00:07:45
    born to fit and i was born to stand out
  • 00:07:47
    and say i believe that about you too not
  • 00:07:49
    just fail out there they're about people
  • 00:07:50
    i communicate that students i
  • 00:07:52
    communicate their clients that's who i
  • 00:07:54
    am
  • 00:07:55
    so
  • 00:07:55
    if a company is like if you ask for
  • 00:07:58
    anything remotely having if you've done
  • 00:07:59
    all your homework and you asked for
  • 00:08:01
    anything remotely
  • 00:08:03
    relating to what you're worth and
  • 00:08:04
    they're like ew no well you need you
  • 00:08:06
    know what they're basically telling you
  • 00:08:08
    we don't value you
  • 00:08:10
    we want you to work like a dog
  • 00:08:12
    for less money than you're worth and you
  • 00:08:14
    know what they may sound good at first
  • 00:08:17
    but about a month later you know what
  • 00:08:19
    you're going to do you're going to be
  • 00:08:20
    thinking you're going to be like i am
  • 00:08:22
    overworked and i am underpaid and you're
  • 00:08:24
    going gonna be mad
  • 00:08:26
    right
  • 00:08:27
    so you know again i understand taking a
  • 00:08:29
    job you know to pay some bills but stop
  • 00:08:31
    counting on these companies
  • 00:08:32
    anybody i don't care what the company is
  • 00:08:34
    i don't care if it's profit i don't care
  • 00:08:35
    it's non-profit it does not matter it is
  • 00:08:38
    not their job to negotiate your top top
  • 00:08:42
    that is your job and you're not going to
  • 00:08:44
    learn that in school unless you had me
  • 00:08:47
    or dr crowley but otherwise
  • 00:08:51
    you're right about that you're right
  • 00:08:53
    about that no i mean that i think that
  • 00:08:54
    that's well said dr yancey um
  • 00:08:57
    because like you said it's you know in
  • 00:08:59
    in school
  • 00:09:01
    where we're taught that you know this is
  • 00:09:02
    the way things are right like this is
  • 00:09:05
    very structured is you know just
  • 00:09:07
    graduate get a good job
  • 00:09:10
    or you know i mean and maybe not today
  • 00:09:12
    but i would say years ago it was get a
  • 00:09:15
    good job stay with that company for 30
  • 00:09:17
    plus years retire out get your gold
  • 00:09:19
    watch and call it a day right so that's
  • 00:09:21
    that's very different from
  • 00:09:23
    from from today's environment and i
  • 00:09:25
    think honestly what a lot of people are
  • 00:09:26
    willing to to do i mean people are
  • 00:09:28
    willing to not only negotiate just you
  • 00:09:31
    know salary but living arrangements
  • 00:09:33
    right i mean we're in a pandemic now and
  • 00:09:35
    people are living all over the globe
  • 00:09:36
    people are relocating and doing all
  • 00:09:38
    these things and saying that hey look i
  • 00:09:39
    don't why should i have to you know live
  • 00:09:42
    in some no-name town to work in to do a
  • 00:09:45
    job that i'm able to do from home so i
  • 00:09:47
    want to live in mexico for a year or on
  • 00:09:49
    a beach or whatever the case may be so i
  • 00:09:51
    think you made a lot of good points that
  • 00:09:53
    at the end of the day you got to be
  • 00:09:54
    willing to have the confidence in
  • 00:09:56
    yourself right to be able to push the
  • 00:09:58
    needle to say you know i deserve this oh
  • 00:10:00
    i deserve that or whatever the case may
  • 00:10:02
    be so nah that's well said
  • 00:10:05
    well said so so you kind of talked a
  • 00:10:06
    little bit about some of the skill sets
  • 00:10:09
    right that are kind of necessary to um
  • 00:10:12
    to go through or to maybe beef up when
  • 00:10:15
    it comes to negotiating could you maybe
  • 00:10:16
    talk a little bit more about some of the
  • 00:10:18
    skills that you feel like are necessary
  • 00:10:20
    to kind of have that confidence to to
  • 00:10:22
    even have that conversation
  • 00:10:25
    okay so
  • 00:10:26
    and to clarify do you want me to
  • 00:10:28
    actually go through the uh kind of
  • 00:10:31
    salary negotiation strategies or kind of
  • 00:10:33
    first the sort of internal bolstering of
  • 00:10:35
    yourself to even be able to do that
  • 00:10:38
    maybe start with just even just the
  • 00:10:39
    internal piece right because you know
  • 00:10:41
    how can you even go there without even
  • 00:10:43
    having a skill set for yourself so i
  • 00:10:45
    mean you talk a little bit about
  • 00:10:46
    practice right you know practicing in
  • 00:10:48
    front of a major or whatever just things
  • 00:10:50
    like that
  • 00:10:51
    okay so
  • 00:10:52
    i mean okay all of us feel fear about
  • 00:10:55
    various things i do
  • 00:10:57
    no different you know than anyone else
  • 00:10:59
    and i'm not saying this is what other
  • 00:11:02
    people have to do
  • 00:11:03
    i'm saying you have to find the thing
  • 00:11:05
    that works for you
  • 00:11:07
    to bolster you for me you know what i do
  • 00:11:12
    i talk to rochelle rochelle is one of my
  • 00:11:15
    best friends
  • 00:11:16
    she is my i'm serious i am so serious
  • 00:11:19
    about it i have no idea she is my
  • 00:11:22
    hardest
  • 00:11:23
    uh uh manager she is my biggest
  • 00:11:27
    cheerleader you know
  • 00:11:29
    i hate rochelle and i love rochelle all
  • 00:11:31
    at the same time
  • 00:11:33
    without that old song rochelle rochelle
  • 00:11:39
    yes but i'm serious though so when i'm
  • 00:11:41
    feeling afraid which i have many times
  • 00:11:44
    and still do and fully expect to
  • 00:11:46
    what works for me is to talk to myself
  • 00:11:48
    and i literally will say to myself over
  • 00:11:52
    and over again michelle
  • 00:11:54
    other people have done this before they
  • 00:11:57
    are no smarter they are no better than
  • 00:12:00
    you if they can do it you can do it too
  • 00:12:03
    and for me speaking it out loud even as
  • 00:12:06
    i'm dealing with whatever i'm dealing
  • 00:12:08
    with is what works for me
  • 00:12:10
    we can still move forward even though
  • 00:12:13
    we're afraid
  • 00:12:14
    so see i know and what i don't like i
  • 00:12:16
    don't know if you tell me already got
  • 00:12:17
    this i don't like when people tell me
  • 00:12:19
    not to be afraid i feel like saying f
  • 00:12:22
    you don't tell me how to feel and i feel
  • 00:12:24
    like you're minimizing how i feel so i
  • 00:12:27
    never tell people i don't tell a student
  • 00:12:29
    i don't tell a client i don't tell my
  • 00:12:31
    son to be your free
  • 00:12:32
    what i do say is that
  • 00:12:35
    here are the actions that you can still
  • 00:12:37
    take
  • 00:12:38
    even though
  • 00:12:40
    you're afraid
  • 00:12:42
    i think there's too much focus on our
  • 00:12:43
    feelings sometimes and what i mean by
  • 00:12:46
    that is i'm not if you can feel afraid
  • 00:12:49
    but you can still do something even
  • 00:12:51
    though you're afraid you know i'm a
  • 00:12:53
    parent i was terrified to have a baby
  • 00:12:55
    well i did it
  • 00:13:00
    yeah you know
  • 00:13:02
    my point is that i don't feel like fear
  • 00:13:05
    is an excuse
  • 00:13:06
    for you not to go forward and put your
  • 00:13:09
    uh best brand forward
  • 00:13:12
    so i'm not telling you not to be afraid
  • 00:13:14
    i'm saying that you find whatever
  • 00:13:16
    methods it is for me is talking to
  • 00:13:18
    myself but you find your internal
  • 00:13:21
    strategies
  • 00:13:22
    to go forward
  • 00:13:24
    even though you're afraid
  • 00:13:28
    nah that's a that's an excellent point
  • 00:13:30
    dr nancy i think like you said it's
  • 00:13:33
    um
  • 00:13:34
    i mean if we think about all the things
  • 00:13:36
    in life that one could be afraid of
  • 00:13:38
    doing right but you know you got to do
  • 00:13:40
    anyway so
  • 00:13:41
    um but finding the confidence to do that
  • 00:13:43
    is just i don't i just for me it always
  • 00:13:45
    felt like a lot of stuff just really
  • 00:13:47
    boils down to confidence right it's
  • 00:13:49
    really confidence in oneself confidence
  • 00:13:51
    in the ability to do it but i mean
  • 00:13:54
    you know pushing through without fear
  • 00:13:57
    having practice you know having a
  • 00:13:59
    conversation with yourself when you've
  • 00:14:00
    rehearsed it several several time and
  • 00:14:03
    time again i mean you can only imagine
  • 00:14:05
    how much better
  • 00:14:06
    equipped you are with having that
  • 00:14:08
    conversation with you know uh with
  • 00:14:10
    somebody else so
  • 00:14:11
    so before let's say negotiating with you
  • 00:14:14
    know like maybe your existing employer
  • 00:14:16
    um
  • 00:14:17
    uh what type of research
  • 00:14:19
    would you go about or recommend i guess
  • 00:14:21
    it's a follow-up right kind of the next
  • 00:14:22
    part of the question what kind of
  • 00:14:23
    research would you
  • 00:14:25
    recommend somebody do before the
  • 00:14:27
    conversation right if you know you're
  • 00:14:28
    about to go in and have this
  • 00:14:30
    conversation to talk about salary or
  • 00:14:32
    whatever you want to negotiate like what
  • 00:14:34
    kind of research we want to go through
  • 00:14:36
    okay so here are some things that people
  • 00:14:38
    need to do number one you need to know
  • 00:14:41
    the dollar value of you and so let me
  • 00:14:44
    name some things
  • 00:14:45
    what are the dollar value of your
  • 00:14:48
    education your certifications your
  • 00:14:50
    skills your knowledge abilities your
  • 00:14:52
    experience your accomplice for and i'll
  • 00:14:56
    name these five entities for
  • 00:14:58
    the job that you want or you have or you
  • 00:15:01
    know whatever it is okay even if it's
  • 00:15:03
    your current role all right and you're
  • 00:15:04
    trying to negotiate a raise the concept
  • 00:15:06
    is still the same whatever the job it is
  • 00:15:08
    that you want all right
  • 00:15:09
    um
  • 00:15:11
    what is the value of beer for that job
  • 00:15:14
    in
  • 00:15:15
    that company
  • 00:15:17
    in that industry
  • 00:15:20
    in that city
  • 00:15:22
    in that state or country those five and
  • 00:15:26
    i'll say them again
  • 00:15:28
    that job
  • 00:15:30
    that company
  • 00:15:31
    that industry
  • 00:15:32
    that city
  • 00:15:34
    that state or country
  • 00:15:36
    because those variables all impact
  • 00:15:40
    salary
  • 00:15:41
    they're all impact pay and just like to
  • 00:15:43
    give you an example
  • 00:15:44
    um you know obviously you know i live in
  • 00:15:46
    the houston area
  • 00:15:48
    so let's just take a marketing manager
  • 00:15:50
    role
  • 00:15:51
    in
  • 00:15:52
    i don't know uh
  • 00:15:54
    let's just say a large retail firm like
  • 00:15:57
    a walmart or target or something like
  • 00:15:58
    that right
  • 00:15:59
    that may pay less
  • 00:16:01
    than say
  • 00:16:03
    an engineering firm you know like or a
  • 00:16:06
    shell or you know oil and gas or
  • 00:16:07
    something like that because those roles
  • 00:16:10
    just happen generally
  • 00:16:12
    and speaking in general pay more in this
  • 00:16:15
    area right
  • 00:16:16
    than you know the target walmart so
  • 00:16:19
    so i can never comfortably or not just
  • 00:16:22
    come to me i won't
  • 00:16:24
    ever say well for this job you should
  • 00:16:26
    definitely make this amount
  • 00:16:28
    that makes no sense if you have not done
  • 00:16:31
    the effect in those five miracles that i
  • 00:16:33
    just talked about okay
  • 00:16:35
    all right so let me go on
  • 00:16:37
    then
  • 00:16:39
    um you need to know all roles have what
  • 00:16:41
    i call the you need to know the high the
  • 00:16:44
    midpoint
  • 00:16:45
    the low
  • 00:16:46
    but then you also need to know
  • 00:16:49
    a hell no
  • 00:16:50
    all right so
  • 00:16:52
    the high is you know again there's a
  • 00:16:53
    range so this is a big example the
  • 00:16:55
    easiest thing for me to do is to give an
  • 00:16:57
    example client right that's kind of
  • 00:16:59
    right and so
  • 00:17:01
    originally they were like okay this
  • 00:17:03
    person is a vp of operations your health
  • 00:17:06
    okay so they were like well
  • 00:17:08
    you know i'm gonna ask for so they were
  • 00:17:10
    making about 290 before 290 000 excuse
  • 00:17:12
    me and they were like okay i'm going to
  • 00:17:14
    ask for about 320. right you're excited
  • 00:17:17
    i'm like well let's get unexcited
  • 00:17:19
    have you done your homework to know
  • 00:17:22
    what the value is of the role you want
  • 00:17:25
    in that city that state that industry
  • 00:17:28
    you know that uh
  • 00:17:29
    organization and so forth and then i'm
  • 00:17:32
    like you know how do you know that
  • 00:17:34
    so
  • 00:17:35
    she did something how her salary homer
  • 00:17:36
    that that we talked about and she found
  • 00:17:39
    out that the reigns was actually up to
  • 00:17:42
    about 365.
  • 00:17:44
    so 365 000.
  • 00:17:47
    so just imagine how much of an idiot she
  • 00:17:49
    would have felt and how happy the
  • 00:17:51
    company would have been if she'd been
  • 00:17:53
    like 320 they would have been able to
  • 00:17:54
    sign her fast enough
  • 00:17:57
    you know so
  • 00:17:59
    we agreed then the high that you know
  • 00:18:01
    it's about 365 say in the middle yeah
  • 00:18:04
    about 340 or so and the low as in the
  • 00:18:07
    lowest amount that she was willing to
  • 00:18:09
    accept
  • 00:18:11
    was it was about 325 all right so then
  • 00:18:14
    what that meant is her hell no
  • 00:18:17
    was
  • 00:18:18
    324 thousand dollars 999.99
  • 00:18:24
    you know you understand what i mean yeah
  • 00:18:26
    now you have to be honest with yourself
  • 00:18:28
    about what your hell no is because see
  • 00:18:29
    people lie to themselves
  • 00:18:31
    they'll say well you know i want 200 000
  • 00:18:35
    and i'm not going to take less 200 000.
  • 00:18:37
    then they haven't practiced their
  • 00:18:39
    negotiation so they're really confident
  • 00:18:41
    in their work so the companies like will
  • 00:18:44
    give you 199
  • 00:18:46
    and they're like
  • 00:18:48
    sold
  • 00:18:49
    and then as soon as they say that
  • 00:18:51
    inside they're like i suck
  • 00:18:56
    yeah so those are the things that you
  • 00:18:59
    know people have to do and if you want
  • 00:19:00
    me if you want to make commentary here
  • 00:19:01
    before i go on i'll stop now yeah yeah
  • 00:19:04
    no no i just you can keep going i think
  • 00:19:06
    just i'm just absorbing everything
  • 00:19:08
    you're talking about so yeah you got it
  • 00:19:09
    okay all right so you know there did now
  • 00:19:12
    there's never just one site you should
  • 00:19:14
    look at for this information first of
  • 00:19:15
    all talk to people in your industry if
  • 00:19:18
    you've been a good
  • 00:19:19
    relationship builder people some people
  • 00:19:22
    will tell you well i make about this man
  • 00:19:24
    you know but those are things that i
  • 00:19:26
    mean people you know well i don't mean
  • 00:19:28
    random sending messages and people on
  • 00:19:30
    linkedin like yo how much do you make
  • 00:19:33
    come on now seriously
  • 00:19:35
    so i i do want to comment on that
  • 00:19:38
    because i think you know that's
  • 00:19:40
    something that
  • 00:19:41
    i don't i don't know where it comes from
  • 00:19:43
    you know but it's always been considered
  • 00:19:45
    taboo right to kind of have those
  • 00:19:47
    conversations but
  • 00:19:49
    people are having those conversations
  • 00:19:50
    regardless of whether you are not
  • 00:19:53
    you know believe that for sure so
  • 00:19:55
    um and you know sometimes being able to
  • 00:19:58
    see a peer whether it be the
  • 00:20:00
    organization you work in or somewhere
  • 00:20:02
    else to kind of have an idea right
  • 00:20:04
    because at the end of the day it's like
  • 00:20:06
    you're not in competition with anybody
  • 00:20:07
    we're just we're just sharing facts
  • 00:20:09
    we're just sharing you know conversation
  • 00:20:11
    like you said if it's somebody you
  • 00:20:12
    personally know or you have a good
  • 00:20:14
    relationship with then it really
  • 00:20:16
    shouldn't be a problem so i i just i
  • 00:20:18
    don't know i guess i kind of want to get
  • 00:20:20
    out of the the stigma that sometimes
  • 00:20:22
    people have about even having it and
  • 00:20:24
    again agree with you don't be going
  • 00:20:26
    around asking say hey how much money you
  • 00:20:28
    make or any kind of mess like that but
  • 00:20:31
    you know don't feel like you can never
  • 00:20:32
    have that conversation with people
  • 00:20:34
    because you can't you know
  • 00:20:36
    yeah and here's the thing and um like
  • 00:20:38
    for example my case i mean i work at a
  • 00:20:40
    public institution anyway my salary is
  • 00:20:42
    public information google it you'll find
  • 00:20:44
    it
  • 00:20:46
    but my point is that but see that's
  • 00:20:48
    where when people like things have been
  • 00:20:50
    taboo these things have always been
  • 00:20:51
    taboo because they benefit the company
  • 00:20:54
    you know and that's the problems that
  • 00:20:55
    people have
  • 00:20:56
    for some reason have not understood the
  • 00:20:58
    game because it's a game
  • 00:21:00
    all right and the game is
  • 00:21:03
    get you to work as hard as you can for
  • 00:21:05
    as little money as possible
  • 00:21:07
    and i'm not upset at an organization
  • 00:21:09
    before that
  • 00:21:11
    i'm really not i mean their business you
  • 00:21:13
    know is to make money your business is
  • 00:21:15
    to make money for you
  • 00:21:16
    so
  • 00:21:17
    when you're playing someone else's game
  • 00:21:20
    you know
  • 00:21:21
    you are the game
  • 00:21:26
    corporate contact sport
  • 00:21:28
    yeah exactly so if you're like well i've
  • 00:21:31
    always heard i shouldn't do this i
  • 00:21:32
    shouldn't do that think
  • 00:21:35
    who is this benefit
  • 00:21:37
    not you all right now to go on though
  • 00:21:40
    some other things though so so different
  • 00:21:42
    side so one as i said reach out to
  • 00:21:44
    people and i mean people you have
  • 00:21:46
    personal relationships with and to that
  • 00:21:48
    this is a different topic but if you're
  • 00:21:50
    like i don't know anyone
  • 00:21:53
    i don't have those kind of relationships
  • 00:21:55
    why
  • 00:21:56
    have you not been investing in building
  • 00:21:58
    relationships that's your fault that's
  • 00:22:00
    not your company's fault that's your
  • 00:22:02
    fault
  • 00:22:03
    and that's your responsibility but
  • 00:22:05
    that's a different challenge but anyway
  • 00:22:07
    don't worry we're going to cover that
  • 00:22:08
    topic too
  • 00:22:11
    but you know linkedin has it has you
  • 00:22:13
    know style information uh glassdoor
  • 00:22:16
    pay scale.com salary.com you need to
  • 00:22:18
    look at a variety of sources don't just
  • 00:22:21
    go by what one source has told you look
  • 00:22:23
    at them and look at a variety and look
  • 00:22:25
    at it in the aggregate and then say okay
  • 00:22:28
    that's how you kind of come up with what
  • 00:22:30
    you know your midpoint your high your
  • 00:22:32
    low is okay now
  • 00:22:34
    other things that are negotiable though
  • 00:22:36
    besides money fail i just talked about
  • 00:22:38
    them work from home you know can be a
  • 00:22:40
    negotiable right i mean that that can be
  • 00:22:43
    one of them uh child care you know
  • 00:22:45
    that's something these things are all
  • 00:22:47
    money all right when you don't have to
  • 00:22:48
    pay for something out of your pocket
  • 00:22:50
    that's equivalent of it getting in your
  • 00:22:52
    pocket all right and sometimes it can be
  • 00:22:54
    more particularly if you aren't paying
  • 00:22:55
    tax it's like before tax okay all right
  • 00:22:58
    but anyway um if you have to drive and
  • 00:23:00
    your company pays for parking um
  • 00:23:03
    moving expenses your vacation paid time
  • 00:23:06
    off um
  • 00:23:08
    every industry is different so like
  • 00:23:10
    stock options in my industry getting
  • 00:23:12
    grants um bonuses uh if you have to
  • 00:23:15
    drive your car your cell phone you know
  • 00:23:18
    all those things all of those are
  • 00:23:19
    negotiables i can't tell you
  • 00:23:22
    and no one else can tell you what should
  • 00:23:24
    be important to you
  • 00:23:26
    you have to make a list of those things
  • 00:23:28
    and say okay
  • 00:23:29
    what else do i care about you know so
  • 00:23:33
    just to give you and just to kind of
  • 00:23:35
    highlight that um so i do have a client
  • 00:23:37
    who was like okay
  • 00:23:39
    um you know so and in this case the
  • 00:23:41
    company was offering i was like 154 or
  • 00:23:43
    something like that and he knew he's
  • 00:23:45
    worth about 168. so he was willing so
  • 00:23:48
    but he accepted like 162 but in addition
  • 00:23:53
    they were going to they paid for his mba
  • 00:23:55
    program and that was something that was
  • 00:23:57
    important to him
  • 00:23:58
    so
  • 00:23:59
    know the other things that matter to you
  • 00:24:01
    besides my and i'll mention another
  • 00:24:03
    thing health insurance don't trust the
  • 00:24:05
    company when they just say we offer
  • 00:24:06
    health insurance what does that mean it
  • 00:24:08
    could be with mom and dad's health
  • 00:24:09
    insurer where you're paying a thousand
  • 00:24:10
    dollars a month so you can go for some
  • 00:24:12
    garbage so you need to be sure that you
  • 00:24:14
    understand what exactly are they
  • 00:24:17
    offering how much do you have to pay out
  • 00:24:19
    of pocket you know for this healthcare
  • 00:24:21
    and how good is the healthcare
  • 00:24:23
    what is it
  • 00:24:24
    you know and you need to know all those
  • 00:24:26
    things before you accept an offer or
  • 00:24:29
    even if you're um this all still applies
  • 00:24:31
    by the way even if you're negotiating a
  • 00:24:33
    race i'll stop here unless you want me
  • 00:24:35
    to go on yeah no i mean say hey you
  • 00:24:38
    you're dropping it so i'm just going to
  • 00:24:39
    give you an answer you know yeah
  • 00:24:42
    once you know
  • 00:24:44
    once you know you're high you're low
  • 00:24:46
    your midpoint you know and you're hello
  • 00:24:48
    you know your negotiables and so on then
  • 00:24:51
    you actually need to practice it
  • 00:24:54
    you actually need to verbally and in
  • 00:24:56
    written form you know or chat whatever
  • 00:24:59
    so company says all right we're going to
  • 00:25:01
    offer you
  • 00:25:02
    i don't know let's suppose you know that
  • 00:25:04
    the rain as i said oh well i'll take my
  • 00:25:06
    friend yet so or it was kind and
  • 00:25:10
    they knew they were going to ask for the
  • 00:25:12
    320 they found out the high was a 360
  • 00:25:14
    right so when the company was like we're
  • 00:25:16
    going to offer you 330 000. number one
  • 00:25:19
    if she hadn't done her salary at home or
  • 00:25:21
    she would have been happy about that
  • 00:25:22
    then no realize no no
  • 00:25:25
    right so she came back at them and she
  • 00:25:28
    was like well you know thank you very
  • 00:25:31
    much and this is important emphasize
  • 00:25:33
    that you're excited about working in the
  • 00:25:34
    company so she said you know thank you
  • 00:25:36
    very much i'm totally excited about the
  • 00:25:38
    offer but then she said however it is
  • 00:25:41
    lower
  • 00:25:42
    you know and she did about 30 000 35 000
  • 00:25:44
    lower than what i was expecting all
  • 00:25:47
    right given all the research i have done
  • 00:25:50
    and that uh regarding you know this role
  • 00:25:52
    as well as the value that i bring
  • 00:25:55
    and then she also went through to
  • 00:25:57
    practice this
  • 00:25:58
    name specific measurable accomplishments
  • 00:26:02
    that uh you know were the basis of her
  • 00:26:05
    employment history she didn't say things
  • 00:26:07
    like well you know i worked 15 years in
  • 00:26:09
    healthcare that's some bs so you can be
  • 00:26:11
    15 years of an idiot you know we all
  • 00:26:14
    know people work in the job a long time
  • 00:26:15
    and they stink
  • 00:26:16
    so instead she said during my 15 years
  • 00:26:20
    in healthcare
  • 00:26:21
    i have accomplished this amount i have
  • 00:26:24
    saved this amount of money i have hired
  • 00:26:26
    this number of people i have retained
  • 00:26:28
    this number of nurses i have gotten this
  • 00:26:30
    accreditation for the hospital she named
  • 00:26:33
    measurable
  • 00:26:35
    accomplishments yep and then she said
  • 00:26:38
    and wait and then she asked for the uh
  • 00:26:40
    and then so she indicated you know so
  • 00:26:42
    the amount i'm looking for
  • 00:26:43
    is you know 165 000
  • 00:26:46
    based upon you know what i've said this
  • 00:26:48
    is what i'm worth and
  • 00:26:49
    you know i hope we can come to an
  • 00:26:51
    agreement and so then company was like
  • 00:26:53
    well okay you know what go back and
  • 00:26:55
    negotiate whatever she's like then she
  • 00:26:57
    was like well i need a date you know she
  • 00:26:59
    requested to date she was very nice
  • 00:27:00
    about it but because you know you want
  • 00:27:01
    to
  • 00:27:02
    uh have some urgency for sure
  • 00:27:05
    right to the negotiation right so anyway
  • 00:27:08
    so then they came back and they were
  • 00:27:10
    like well okay you know we'll give you i
  • 00:27:13
    don't know it was like three
  • 00:27:15
    three forty or something now what many
  • 00:27:17
    people do is they would say well okay
  • 00:27:18
    i'll take that no no
  • 00:27:20
    no no you don't just stop one
  • 00:27:22
    negotiation no
  • 00:27:24
    so then she said okay well let me think
  • 00:27:27
    about that yeah she did that went back
  • 00:27:29
    to them again and then negotiated she
  • 00:27:32
    said okay
  • 00:27:33
    well
  • 00:27:34
    i would still look still would like to
  • 00:27:36
    you know have get a little closer to the
  • 00:27:38
    365 but i also would like
  • 00:27:41
    um it was like some additional vacation
  • 00:27:43
    days and you know some additional uh pto
  • 00:27:46
    and some other things that she cared
  • 00:27:47
    about right so it ultimately ended up
  • 00:27:51
    with 348
  • 00:27:53
    but plus
  • 00:27:54
    about three
  • 00:27:55
    yeah but that would be about 15 more
  • 00:27:57
    days of oh sorry about 15 more days of
  • 00:28:00
    pto and that's what she cared about
  • 00:28:03
    right
  • 00:28:04
    but she was able to do this
  • 00:28:07
    through extensive
  • 00:28:09
    practice
  • 00:28:11
    video
  • 00:28:12
    you know um
  • 00:28:14
    in the mirror practice yeah
  • 00:28:17
    no i mean so that's that's a great
  • 00:28:20
    example and
  • 00:28:22
    you know people don't always have
  • 00:28:23
    opportunities to kind of
  • 00:28:26
    hear about things like these unless
  • 00:28:28
    they're literally going through the
  • 00:28:29
    negotiations themselves so that's why
  • 00:28:32
    this to me is a real gem because you
  • 00:28:34
    really walked us through
  • 00:28:35
    the beginning to end of how somebody has
  • 00:28:37
    successfully done it and i mean you
  • 00:28:40
    named a lot of different things right
  • 00:28:41
    but
  • 00:28:42
    quantifying
  • 00:28:44
    you know what you've accomplished what
  • 00:28:46
    you've brought to your organization i
  • 00:28:48
    think is a big piece i think sometimes
  • 00:28:50
    you know folks feel like well i've been
  • 00:28:52
    here for a long time
  • 00:28:54
    i should i deserve a raise like whatever
  • 00:28:57
    no you don't
  • 00:28:58
    no you don't
  • 00:28:59
    you know and i'm saying this sometimes
  • 00:29:01
    i've been in my industry where a lot of
  • 00:29:02
    people feel like that no that's just a
  • 00:29:04
    load of crap that doesn't mean you
  • 00:29:05
    haven't done enough to get fired yet
  • 00:29:09
    but that's but that's real i think
  • 00:29:10
    that's a hard bill for a lot of people
  • 00:29:12
    to swallow but how often should you
  • 00:29:15
    practice that right so because
  • 00:29:17
    i think sometimes
  • 00:29:19
    you can deal with the pushback once
  • 00:29:22
    you've
  • 00:29:23
    thought about or practiced that no right
  • 00:29:26
    because let's say you never practiced
  • 00:29:28
    anticipating that no when you hear it
  • 00:29:30
    you may not be ready for it you may say
  • 00:29:32
    you know what this is this is just where
  • 00:29:34
    we're at with it right this is just you
  • 00:29:35
    know this is the best we can offer you
  • 00:29:37
    you know i'm sorry i you know would love
  • 00:29:39
    to do more but i can't i'm sorry and so
  • 00:29:41
    and then if you haven't done all that
  • 00:29:43
    practice you're kind of throwing off on
  • 00:29:45
    that and say
  • 00:29:46
    all right well i don't want to lose this
  • 00:29:48
    opportunity so i got to just take it
  • 00:29:49
    right and just
  • 00:29:51
    enroll and
  • 00:29:53
    but you know just in my personal
  • 00:29:55
    experience and from the folks that i've
  • 00:29:57
    i've uh talked to about these kind of
  • 00:29:59
    things
  • 00:30:00
    you know and it's not 100 of the time
  • 00:30:02
    but if an organization has the capacity
  • 00:30:05
    to do it and you and they truly see your
  • 00:30:07
    value they see your worth right
  • 00:30:10
    they're going to do what they need to do
  • 00:30:12
    in order to keep you
  • 00:30:13
    that's absolutely true um
  • 00:30:15
    it's like this when a company tells you
  • 00:30:18
    we can't do something what they're
  • 00:30:19
    really saying is we don't want to it's
  • 00:30:22
    just that simple it is just
  • 00:30:24
    that
  • 00:30:25
    simple
  • 00:30:26
    we don't want to
  • 00:30:28
    now it could be
  • 00:30:30
    because they really don't want to
  • 00:30:33
    it could be because
  • 00:30:35
    you didn't really make the case that's
  • 00:30:36
    why you were worthy of it
  • 00:30:39
    i mean that's just real you know it
  • 00:30:41
    could be you know and the best analogy i
  • 00:30:43
    can give is as a parent all right
  • 00:30:46
    yeah that's a parent i'm a parent now
  • 00:30:48
    you know your kid will ask for something
  • 00:30:50
    and if they're a wise kid
  • 00:30:52
    they know
  • 00:30:54
    that the first no isn't always known
  • 00:30:58
    you know
  • 00:30:59
    depends on the effectiveness of the
  • 00:31:01
    arguments your whether the argument
  • 00:31:04
    effectiveness of the debate
  • 00:31:07
    no my point is that you know relating to
  • 00:31:10
    work seriously is that when you before
  • 00:31:12
    you go in for that raise or you know
  • 00:31:15
    negotiating for for a new job you need
  • 00:31:18
    to have your
  • 00:31:19
    arsenal ready with all the things that i
  • 00:31:22
    just talked about and what phil i
  • 00:31:23
    mentioned about so many times people
  • 00:31:25
    don't quantify what they do
  • 00:31:27
    and that's just inexcusable i get it
  • 00:31:29
    school doesn't teach you that but stop
  • 00:31:31
    counting on school don't count on school
  • 00:31:35
    life excuse me life is school
  • 00:31:39
    so
  • 00:31:40
    yeah so if company doesn't want
  • 00:31:43
    absolutely says no that means i just
  • 00:31:45
    don't want to negotiate but it does but
  • 00:31:48
    it is on you to initially make the case
  • 00:31:50
    and practicing your counter as i gave
  • 00:31:52
    the example um with my client and you
  • 00:31:54
    have to practice this over and over
  • 00:31:56
    again one thing i like about sales
  • 00:31:58
    people but see we're all in sales but
  • 00:31:59
    people actually work in sales is their
  • 00:32:01
    whole job is overcoming objections
  • 00:32:04
    that's their entire job
  • 00:32:06
    you know
  • 00:32:07
    and so that's what you have to see
  • 00:32:09
    yourself as you are your number one
  • 00:32:10
    sales person for your number one brand
  • 00:32:13
    and the only company that you truly are
  • 00:32:14
    which is you you don't own your job you
  • 00:32:17
    don't own that firm you know you work
  • 00:32:18
    for someone else but you do own you and
  • 00:32:20
    frankly i find that to be more important
  • 00:32:22
    than any other job
  • 00:32:25
    it's awesome yeah the last thing i
  • 00:32:27
    mentioned in particular on video and or
  • 00:32:29
    being in person you don't just need to
  • 00:32:30
    practice it verbally um
  • 00:32:33
    you need to practice your facial
  • 00:32:35
    expressions
  • 00:32:36
    because you need to be sure because see
  • 00:32:38
    people don't negotiate with your mouth
  • 00:32:39
    and negotiate with your face
  • 00:32:41
    so and you know this is me right so if
  • 00:32:44
    your face is your mouth is saying here's
  • 00:32:46
    why i'm worth this
  • 00:32:48
    but your eyes and face are saying
  • 00:32:50
    i'll take less oh i'm negotiating with
  • 00:32:53
    that face and i'm offering you that
  • 00:32:57
    so the part of the practice the value of
  • 00:32:59
    the video is ensuring alignment of what
  • 00:33:02
    you're saying with your facial
  • 00:33:05
    expressions and this is something you
  • 00:33:07
    have to do over and over again and fail
  • 00:33:08
    i did ask about when the
  • 00:33:11
    the minute that you're thinking of
  • 00:33:13
    applying for a role this is before you
  • 00:33:15
    apply
  • 00:33:16
    or you're thinking
  • 00:33:18
    i want to race before you do anything
  • 00:33:21
    you need to do all the things that we
  • 00:33:23
    talked about so often people be like i
  • 00:33:25
    oh i was tomorrow i'm going to ask
  • 00:33:27
    tomorrow what would you do today well
  • 00:33:30
    nothing let me know how that works out
  • 00:33:31
    for me
  • 00:33:36
    no so that's that's that's awesome i
  • 00:33:38
    think
  • 00:33:39
    just the examples and everything you
  • 00:33:42
    brought out just shows how much
  • 00:33:44
    you know this is a i want to say an art
  • 00:33:46
    form but it kind of is a bit i mean
  • 00:33:48
    honestly yeah it is an art yeah it is
  • 00:33:51
    yeah yeah the reason i can do this stuff
  • 00:33:53
    in my sleep is not because i have some
  • 00:33:55
    magic i don't have any magic it's from
  • 00:33:57
    hours and hours and hours and hours and
  • 00:33:59
    hours and more out of practice
  • 00:34:03
    awesome just it's so many to name i mean
  • 00:34:05
    you drop so many
  • 00:34:06
    gems in i again i can't appreciate i
  • 00:34:09
    cannot thank you enough
  • 00:34:11
    for for having this conversation i mean
  • 00:34:12
    clearly i've had the benefit
  • 00:34:15
    of having you uh as a mentor and and
  • 00:34:18
    constantly drilling these
  • 00:34:20
    uh
  • 00:34:21
    thoughts and practices over the years
  • 00:34:24
    but there's a lot of people and i do
  • 00:34:26
    meet a lot of folks who have not they
  • 00:34:27
    don't they don't they don't have these
  • 00:34:29
    kind of conversations we don't you know
  • 00:34:30
    and if it's hard if you don't have
  • 00:34:32
    somebody in your life to be able to
  • 00:34:34
    bounce these kind of things off of so
  • 00:34:36
    that's the whole purpose of this play
  • 00:34:37
    but you're not a victim if you don't and
  • 00:34:39
    you can you know
  • 00:34:40
    youtube is still your friend i'm not a
  • 00:34:42
    huge fan of youtube a lot of stuff that
  • 00:34:45
    you don't know you youtube can
  • 00:34:48
    teach you so don't don't rely on well i
  • 00:34:50
    don't have this person in my life
  • 00:34:52
    because that's the bs figure it out
  • 00:34:53
    that's what youtube is for
  • 00:34:55
    no facts i mean you can always contact
  • 00:34:56
    me but if you don't do that that's okay
  • 00:35:10
    but no i mean it's you know for the sake
  • 00:35:12
    of time
  • 00:35:13
    i mean we could continue going on with
  • 00:35:14
    this and we're definitely going to have
  • 00:35:16
    more conversations around this topic
  • 00:35:18
    because i think it's endless and to
  • 00:35:20
    really dive into more of the scenarios
  • 00:35:22
    kind of like you did today would love to
  • 00:35:24
    have you come back on
  • 00:35:26
    and uh talk through that so you know
  • 00:35:28
    looking forward to the continued
  • 00:35:30
    conversation so
  • 00:35:31
    um you know just going to really bring
  • 00:35:33
    this to a close again dr thank you so
  • 00:35:36
    much this was you know phenomenal um
  • 00:35:39
    you know really want to give you the
  • 00:35:40
    opportunity as well to kind of share
  • 00:35:43
    you know any of your you know linkedin
  • 00:35:46
    or anything about your books that you
  • 00:35:47
    may want to share with anyone's
  • 00:35:48
    listening
  • 00:35:49
    i would love to do that okay so my third
  • 00:35:52
    book and it is written with my colleague
  • 00:35:54
    dr dalonia cooley who's an amazing
  • 00:35:57
    marketing person if you need help with
  • 00:35:59
    branding she is like the woman for that
  • 00:36:02
    but okay so our third book is this is it
  • 00:36:06
    it is be your best career architect here
  • 00:36:08
    are the blueprints you know it's
  • 00:36:10
    available on amazon and it covers you
  • 00:36:13
    know different career management
  • 00:36:14
    strategies some of the things i talked
  • 00:36:15
    about regarding salary negotiation are
  • 00:36:18
    absolutely in here but also like
  • 00:36:19
    effective job punch strategies um you
  • 00:36:22
    know building relationships your two to
  • 00:36:24
    four year career plan that whole five
  • 00:36:26
    years ten years that's all old school
  • 00:36:29
    it's garbage you know yeah uh you know
  • 00:36:32
    what are you doing you know in the next
  • 00:36:33
    year i mean if covert taught people
  • 00:36:35
    nothing else it shows you that you know
  • 00:36:37
    we gotta be prepared to adapt at any
  • 00:36:40
    time okay now um
  • 00:36:42
    i'm very active uh on linkedin under dr
  • 00:36:45
    rochelle uh park cianci you know
  • 00:36:48
    certainly reach out you know be happy to
  • 00:36:50
    share my services i will say don't be
  • 00:36:53
    weird you know don't send weird messages
  • 00:36:55
    you don't have to send messages like i
  • 00:36:57
    want to know how i can service and help
  • 00:36:59
    you let's just stop it's okay if you
  • 00:37:01
    just send a linkedin request and don't
  • 00:37:03
    send any messages at all i'm good
  • 00:37:06
    so but anyway if you are going to send a
  • 00:37:08
    message don't be weird okay
  • 00:37:11
    don't be weird please don't be creepy
  • 00:37:14
    all right so anyway yeah so doctor will
  • 00:37:16
    show up park cnc and i certainly cannot
  • 00:37:19
    thank you know uh fellow enough um he
  • 00:37:23
    definitely embodies everything that uh
  • 00:37:26
    that we've talked about today and i
  • 00:37:27
    would definitely encourage you to not
  • 00:37:29
    only listen to his podcast but certainly
  • 00:37:32
    share it um with others because it it
  • 00:37:35
    it's very valuable
  • 00:37:37
    please like retweet retweet share
  • 00:37:40
    all the above so absolutely but yeah no
  • 00:37:44
    thank you so much i'm gonna definitely
  • 00:37:46
    make sure i include a link uh to your
  • 00:37:48
    books as well um one this is distributed
  • 00:37:51
    too so
  • 00:37:52
    um that's a wrap so thank you everybody
  • 00:37:55
    appreciate you listening and uh join me
  • 00:37:58
    next time
  • 00:37:59
    hey thanks for tuning in for more
  • 00:38:01
    content please click the subscribe
  • 00:38:03
    button and follow us on all social media
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  • 00:38:07
    time keep building
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