Hi Reader,

Every one of our clients wants to maximize the value of their comp packages, and we of course take this goal seriously when advising them. But there's one rule that comes before even their priorities.

As Gerta recently told John Sparks on the Successful Paths to Financial Freedom podcast, "I have one priority myself that is even higher than their priority, which is to preserve the relationship with the company." In practice, our clients are able to stay firm without burning bridges, both with the company whose offer they accept and with the ones they end up turning down.

Let's dive into why prioritizing the relationship is so important and how to go about doing this during your negotiation, which Gerta covered in full detail in her guest interview here: YouTube | Spotify | Apple​

But first, we have some live events coming up, both over Zoom and in-person if you're based in San Francisco!

Tue, october 6 (over zoom): live CASE STUDY SESSION

Our upcoming live Zoom session was rescheduled to Tuesday, 10/6, at 12pm PT / 3pm ET. On this call, we'll walk through one of our real client negotiations that resulted in a $215K / 41% increase over the initial offer.

​You'll see exactly how our advice played out, from the first recruiter call to the signed offer.

​In this workshop, we'll cover:

• ​The client's situation going in, including the role, the initial offer, and what was at stake.
• ​How we approached the negotiation, and the thinking behind the key decisions.
• ​What the client actually said and did at important moments in the process.
• ​What worked, what didn't, and the lessons you can take into your own negotiations.
• ​Q&A to help you apply all of this to your situation.

Register for the session here: https://luma.com/i6fbn0md​

thu, october 9 (in-person): negotiations for founders panel for SF tech week

If you're a founder, this one's for you! We'll be hosting a live in-person panel on negotiations for founders for SF Tech Week by a16z. We’ll cover negotiations ranging from negotiating equity with your cofounder, negotiating and closing business deals, and negotiating term sheets.

RSVP here: https://partiful.com/e/yXpKmLWYFjpzXrtKxW6n​

1. Assume you'll see them again

We think of every negotiation as an infinite game. Many people treat a job offer or a business deal as a one-time thing and tell themselves, "I'll never see them again."

"The world is so small," Gerta said, especially nowadays. Odds are you'll cross paths again, and the person across the table today "might have a lot more power over you than they do now."

Note: this is a sponsored newsletter. If you check them out below, it means a lot to us and helps keep our newsletter going!

2. Firm and kind at the same time

It's completely possible to stay firm and warm in the same conversation. Gerta compares negotiations to a dance or a game of cards with rules, and the recruiter or experienced businessperson across from you knows those rules. They know that the more information they have about you, the better the outcome for their side.

Knowing the rules makes it easier to decline a question politely. For example, when a recruiter asks for your preferred salary, Gerta advises against lines like "I'm not gonna say that." or "I don't feel comfortable sharing that." In her words, "Those are kinda aggressive moves," and you want to refrain from using irritator phrases like these.

Compare these two responses:

versus

The latter protects your leverage and leaves the recruiter with a good impression of you.

Before your next negotiation, picture running into the other person in a few years, maybe as your co-worker, boss, or investor. Then negotiate in a way you'd be comfortable with in that moment.
​

This is just a fraction of what Gerta covered in her interview. For the full thing, see the full episode here: YouTube | Spotify | Apple​
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Warmly,

Gerta & Alex

Founders, YourNegotiations.com

P.S. Are you job searching or have upcoming negotiations?

If you have an offer coming or are mid-process, we’re always happy to help you think through how to approach it. Book a free call here: https://calendly.com/alexhapki/call​

P.P.S. Know someone interested in negotiations?

Send them our way and we’ll thank you with $250 for each person who becomes a client. No cap.

A quick intro or an email to alex@yournegotiations.com works.