Phyl Terry: prediction

Transcript context

…So I love that we're getting into negotiation advice by the way, because I was hoping we'd get there. So the advice here is identify something that you'll need to be successful, and your finding is that when you ask for, and it seems like a financial investment as a part of you joining, ends up leading to a better comp for you. Yes, and I will say that there's less negotiating room today than there was two years ago because of the market that we're in. And the data all bears that out, and we see that. But here's the other piece of data. So I want you to ask for things that tie back to the OKRs that you've already agreed on with the hiring manager. This is how this thing connects together, right? It's like Legos, and then we come to the money and you've had this lovely conversation. You've shown them how much you're invested in succeeding. See, Lenny, the problem that every hiring manager has is distinguishing be someone between someone who is a good talker, and someone who can actually make things happen. You know this, right? And this is true every from individual contributor to CEO. By doing the job mission of the OKRs, and by showing them that draft, you are showing them. Not telling them, showing them that you take initiative, that you're accountable, that you can make things happen. And then in the salary negotiation, by talking to them about what you need to succeed, you're showing them that you really want to succeed. And guess who that benefits? That benefits the company, obviously. I want you to do that first and then, okay, so then let's talk money. Now, 87% of the time, Lenny, when you ask for more money, you get it. Now, that's a longitudinal statistic, meaning over many years. It's going to be lower in a moment like this, but you can still ask, and people are afraid to ask. Again, don't ask in some shark way like some of my friends in business might do. Some M&A negotiators, whatever. No, ask, are you open? Unless it's a deal breaker. If it's a deal breaker, just be open about that. But if it's not, let's say they offered you whatever it is. 400 base with up to 100% whatever in some RSUs or options, blah, blah, and you really wanted 450. Lenny, you can say, "Hey, are you open to 450? That was really what I was hoping for. What I think I'm worth, are you open to that? Is that something we can talk about?" And most of the time they say yes. They may not get you to 450. They may be like, "You know what? Yes, thank you. Let me get back to you." Or, "No, we could go to 420. Does that work? Great." You make it sound very easy.…

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