Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

SHOW NOTES:

Most people don’t negotiate their salary offers due to fear, reluctance – or quite simply not knowing what to say. By not negotiating, you are likely forgoing a 10-20% salary increase – and more than $1 million in lifetime earnings. In this episode of 97% Effective, host Michael Wenderoth demystifies salary negotiations with John Gates, the Salary Coach. John is an industry veteran, having spent his career in corporate recruiting for Fortune 500 companies, and is the author of “Act Your Wage,” a concise and practical guide that helps you overcome negotiation anxiety and get higher compensation. We discuss why you should never accept the first offer, when to start negotiating (it’s not when you think), practical phrases to use, and the “gentle leverage” that gets better results and enhances your future relationships. You’ll leave this episode feeling more confident about how to maximize what you are getting, for what you are giving, at work.

• John journey and why he founded the Salary Coach
• The #1 reason people don’t want to talk about pay
• Why you should negotiate: The importance of thinking about lifetime earnings
• John’s hard truth: The top mindset mistake people make in negotiating their salary offer
• Practical Tip #1: How to make sure you don’t become your own worst enemy
• The biggest misunderstanding people have about negotiations
• “Ultimatum heavy strategies introduce a lot of risk”
• Practical Tip #2 on making Counteroffers: What to say so you don’t put your offer at risk
• Ask the right questions and offer multiple choice options to explore what is possible
• “Negotiation is a process, not an event”
• Got handed a lowball offer? You probably made this mistake early in the hiring process
• Use a range: John’s silver bullet on how to respond when you are asked “What’s your salary expectation?”
• How to gather the best data point on what you are worth that companies cannot argue with
• Practical Tip #3: Focus on total compensation to improve your negotiation result
• John on using “gentle leverage”: use it like a pry bar, not like a sledgehammer
• Gender differences in negotiations
• Negotiation as a way to build your reputation and relationships as you enter a company – not as a way that put things at risk
• Showing a path to yes by giving people a reason to adjust to you
• How John and his clients use AI to help with interviewing and negotiating
• Repeat: Never accept the first offer!
• Reaching John and the Salary Coach Academy

BIO AND LINKS:

John Gates is founder of Salary Coach, where he helps C-suite executives and senior leaders negotiate higher compensation packages without risking their job offers or future relationships. John’s unique approach, born from his extensive experience in corporate recruiting, consistently helps his clients secure 10-20% more in their pay packages, even in challenging job markets. He is the author of Act Your Wage, and brings decades of experience as a global HR and recruiting director with Fortune 500 companies.

• John’s Website: https://salary.coach/
• John’s Salary Coach academy: www.salarycoachacademy.com
• His book, Act Your Wage: https://a.co/d/5WKSo40
• John on LinkedIn: https://www.linkedin.com/in/johngates-salarycoach/
• Reaching John via e-mail: [email protected]
• Michael’s award-winning book, Get Promoted: https://tinyurl.com/453txk74