Hi Reader,
This week, we welcomed our first in-person guest to the pod! We were thrilled to host David Carvalho - an entrepreneur, DJ, and San Franciscan legend who for more than two decades has been at the crossroads of the Bay Area’s tech, music, and social scenes.
Through the companies he founded and partners closely with (SFVibe, Boutique DJs, Founders Bay), David books talent for events as big as Dreamforce and the Super Bowl to private gatherings for Silicon Valley’s most influential leaders. As a DJ, he has performed numerous times at world-famous festivals such as Coachella, Ultra, and Outside Lands, held residencies with the Giants, Warriors, and Raiders, DJed Google and Facebook’s IPO parties, and even played Christina Aguilera’s wedding (we learned about this last one during our interview). And despite the countless accomplishments to his name, you’ll find that David is an incredibly humble, down-to-earth, and kind human.
As we dove into his story, it becomes quickly apparent that David is a thoughtful and shrewd negotiator who has built long-lasting partnerships and a storied career by balancing integrity and creativity.
You can watch or listen in full here: YouTube | Spotify | Apple Podcasts
We covered a ton of ground during the interview, but sharing below the most valuable negotiation takeaways you can apply now in your job search and beyond.
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By the way, for those who live in the Bay Area, David is hosting an epic tech/music event tonight (Fri, Sep 26) in San Francisco. The event is drawing in several thousand founders, investors, tech professionals, artists, and creatives, and the marque event will be the world’s first boxing match between two robots VR-controlled by Justin Kan (Founder of Twitch) and Hyder Amil (pro UFC fighter).
To top it off, both David and Alex will be DJing sets tonight.
1. Discover priorities before talking price
At one of David’s events, he negotiated with a robotics company that was initially cagey about their expectations. Instead of diving into numbers, David asked what they valued most. It turned out exposure and press coverage mattered more than cash. That knowledge changed the entire deal structure: the company got the visibility they wanted, and David got a partner to drive a headline-making show.
In your job search: Before you jump to compensation, learn what matters most to the company. Is it speed, getting you onboard quickly? Is it distribution of work, someone to manage a growing team? Is it reputation, hiring someone with your experience to impress investors? Once you know what they value, you can shape your negotiation around those priorities and frame your asks as win-win solutions.
2. Put someone between you and the money
David shared that his career shifted the moment he stopped handling all the contracts and payments himself. Once he brought on a manager, she became the buffer between him and the client. Money conversations suddenly became less personal and more professional. Instead of David being the “bad guy” when a client pushed on price, his manager could hold the line. That one layer of separation both increased his income and protected his relationships.
In your job search: Create your own version of that manager. It might be as simple as saying “I’ll need to discuss this with my family” or “I want to check in with my mentor first.” The point is not to stall for the sake of stalling. It’s to give yourself space and shift the conversation away from you personally. When you put someone between you and the money, you can maintain leverage and protect your long-term relationship with the company.
3. Do not decide on the spot
Even if you don’t have a stakeholder to put between you and the money, one story David told was about negotiating with big-name artists where the agent wanted an answer right away. Instead of rushing, he would wrap up the call with enthusiasm, then say, “Let me review this with my team and I’ll circle back.” Even if that “team” was just him and his notes, it bought him time. That pause gave him space to think clearly, weigh options, and often come back with a stronger position.
In your job search: The same rule applies when an offer is on the table. A recruiter may ask for your answer quickly, but you don’t need to say yes or no in the moment. Thank them, express excitement, and let them know you’ll review and get back to them. That breathing room will allow you to evaluate the offer against your priorities and to negotiate from a place of calm rather than pressure.
4. Use an anchor package
When David sells DJ services, he never presents just one price. He always includes a “diamond package” that is intentionally higher, with extras like extended time, meet and greet with the artist, and/or premium equipment. Most clients don’t choose it, but it reframes the conversation. His standard price suddenly looks reasonable, even appealing, by comparison. Anchoring creates choice for the other party and leverage for you.
In your job search: Anchoring is not only about naming a number. It’s about giving the company multiple ways to meet your priorities. If employee equity is most important to you, do not just say “I want more shares.” Present a few structured options.
Framing your asks as a set of packages changes the conversation from a yes-or-no decision to a choice among solutions. It also signals creativity and collaboration, which often makes companies more willing to move in your direction.
At the heart of David’s approach is preserving and strengthening relationships, which is our number #1 priority for and with our clients at YourNegotiations.com. Additionally, know your value, understand what the other side truly cares about, and keep your integrity intact. These same principles will strengthen your job negotiations and your career in the long run.
This was just a fraction of what we covered in this episode. Watch or listen to the full conversation, including all the wild stories we couldn’t fit into this newsletter, here: YouTube | Spotify | Apple Podcasts
Best,
Gerta & Alex
Co-founders, YourNegotiations.com
P.S. Are you job searching or have upcoming negotiations?
Book a free call with us, where we’ll learn more about your situation, offer some free tips, and explore if we’re a good fit to work together: https://calendly.com/alexhapki/call
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