[0:00] If you need to learn how to negotiate, you needn't look further than Phil DiPicciato.
[0:04] Our top clients right now include Steph Curry, Michael Phelps, Jimmy Johnson, Bill Cowher, and
[0:09] many, many more. What are the top three tips you would give to someone going
[0:13] into an interview, asking for a raise or promotions, something like that? The top three
[0:17] tips are first, know your facts. And don't only know them from your side, also
[0:21] know them from the other side so that you can anticipate and there are no
[0:24] surprises. And second, choose a style. Any style works in a negotiation. One can approach
[0:30] a negotiation being nice, being aggressive, being fearful. The most important thing pieces that
[0:37] you be authentic and that you be very comfortable with the style that you choose.
[0:41] And third, get your story straight in your mind. Be very clear and very concise
[0:46] so that you can communicate what you want to communicate. Are there certain things that
[0:50] you should definitely not do? First, one shouldn't bluff. One shouldn't put oneself in a
[0:54] corner. And one shouldn't be impatient. One shouldn't act disrespectful or unprofessional. I
[1:00] would prefer in a negotiation not to use the phrase, I want. A negotiation has
[1:05] to be win-win if it's going to have a successful and long-term conclusion. I would
[1:10] always try to lead by what value you can give to the other side.
[1:16] But going in and saying I want sounds like a demand. It will put the
[1:20] other side on a more defensive posture. It's not very collaborative and it won't usually
[1:25] yield the results that you want. We've learned the skills. Now let's try this out
[1:29] for ourselves. I'm going to try to negotiate a raise for myself against 35 years
[1:35] of experience. So I've been with this company for two years. Start with the company.
[1:40] Tell me what has been happening at the company while you have been here. While
[1:45] I've been here, I have helped. Not I. What is happening at the company? I
[1:50] have seen this company grow. I am very proud of the work we are doing.
[1:56] You have put together a fantastic team. We are the pride of the industry. Positivity
[2:02] that communicates your awareness of what the other person has been doing and
[2:08] contributing to the company. I see myself growing here. I already have grown a lot.
[2:13] I see myself helping the company to grow. Put it back on them and say,
[2:17] do you feel confident that we're going to continue to grow and am I part
[2:21] of your plans? Once a company acknowledges that you are, then you've got some data
[2:26] points where you know you can say, but you said that I was good. You
[2:31] said that I'm adding value. You said you want me as part of the future.
[2:36] And that will end up becoming part of the conversation discussion.