WEBVTT

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Estimated Runtime: ~8 minutes

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Most people dread negotiation because they see it as conflict. It's not. A good

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negotiation is a collaborative problem-solving conversation. The employer wants

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to hire you — they chose you. You want to work there — you've been pursuing

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this. Both sides want a deal. The negotiation is simply about finding the right

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terms.

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Step one — express enthusiasm. This takes ten seconds and sets the entire tone.

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"I'm really excited about this opportunity and I believe I can make a

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significant impact." Never skip this. Never start with "I was hoping for more

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money." Step two — present your counter backed by data. "Based on my research of

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market compensation for this role in this market, and considering my specific

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experience in X and Y, I was hoping we could discuss a base salary in the range

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of one hundred ten to one hundred twenty thousand." Notice the structure —

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enthusiasm, data citation, your specific value, a range anchored at the high

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end.

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Step three — and this is the hardest part — pause. Stop talking. The inclination

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to fill silence is overwhelming, but resist it. After you state your number, let

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it sit. The first person to speak after a number loses leverage. Step four —

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when they respond, collaborate. "I understand the budget constraints. How can we

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work together to get to a number that works for both of us?" This positions you

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as a partner, not a combatant.

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They'll say "this is our final offer." It almost never is. Ask about other

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components — bonus, equity, signing bonus, start date flexibility. They'll say

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"we don't negotiate." Ask about a performance review with a guaranteed salary

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bump at six months. They'll ask what you're currently making. Redirect: "I'd

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prefer to focus on the value I bring and market rates for this role." Script

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these responses. Rehearse them. When the moment comes, muscle memory takes over.

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Script your negotiation. Practice it aloud. Use the four-step framework. Express

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enthusiasm. Present your counter with data. Pause. Collaborate. Next lesson, we

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go beyond salary to negotiate the full compensation package.