Negotiating during the COVID CRISIS

Hey y'all, it's Jacqueline. I have been at home. Just working trying to work out eating way too much takeout and way to me snacks, but I am getting back on the bandwagon. I've been cooking since Easter. So I'm going to keep that routine up.

I have. Roasted broccoli zucchini and what else? Carrots that I put in a Crock-Pot? And I seasoned with some Louisiana Cajun seasoning. So AKA Tony's, for those of you who know what Tony's is all about.

For those of you who don't know what Tony's is, go to the power bank and Facebook group, because I'll share a picture of the container. I just wanted to give you a little update about what's going on with me and my life, my family as well, but we do no way. So many people who have tested positive and unfortunately, a lot of people who have lost their lives. So my heart goes out to anyone who has lost a loved one or friend or an acquaintance. And I'm definitely praying for y'all.

I wanted to share with you this episode that I did with Mogul Millennial on negotiating during the covid crisis in hopes, that it can help you or someone, you know, to get through this time, if you're looking For a new job. All right, y'all hit me up. Let me know how y'all doing. Enjoy the episode. Welcome back.

You're listening to the podcast for women leaders in male-dominated Industries. This is the podcast where we share our formula for winning season, the risk, the resilience. And of course we talked about the rewards. I am your host Jacqueline Twillie grab your notebook because we're going to share some tips in this episode but level is really at 112. So you got to have that real.

Check. And a lot of times if you're not skilled enough, you need to go to a mentor or a coach, or someone in a professional association to get that, that level setting. So then another mistake that people make is they just wing it. They think I'm just going to this conversation and I'm just, you know, I'm we got to figure it out and then set yourself up to fail because you're not prepared with information. So one of the things I teach Is my latte method and we can get into that in a little bit.

But often times people will say, oh, you know, what? I should have said this and that conversation. Yeah, that what happens is because you were winging it. You didn't think through all the way. So when I teach people how to negotiate, I teach them to negotiate so that they don't have.

As many of those should have said this. I should have done that type of moments. Yeah, you know what I hate when people do this. I said that they're open do not ever say that you are open. Yes, because when you say you're okay, I'll take anything.

I'm desperate. Yeah, absolutely. And y'all I will even you know, just you know, share this with y'all this secret or really, I don't even get to see group. I think we should all know this but I remember as several of my previous jobs, you know, I would I was responsible for the hiring like I would obviously make the last decision, but I still had the budget. I had.

To like look at, right, right. And so many times I would get, you know, recommendations for my boss to give them something that's below the budget. And so this isn't just a one committees has been with several companies. So y'all have to remember for some companies. It really sucks has a shitty way to do business, but sometimes people are giving you less than what the budget was like what they're being budgeted for.

So you're not like him. Yeah. I've seen it happen. So many times. Well, here's the thing, you have to realize and recognize that the first offer is Rarely, the best offer that murder is typically the starting point, right?

So if you go in, here's another mistake people accepting to quickly write without actually getting into the negotiation. So, when you think, oh, this is the best offer, this is money right here. I'm gonna just take it. You're really not putting yourself in a position for that company to fully understand the value that you have because you're not having that value based on. Sensation.

And then on top of that, when it comes to really understanding mistakes, like you fish are, bringing multiple. People are making a decision about the budget. So you have to keep that in mind. That's probably been my biggest in terms of being a business owner. My biggest mistake negotiating is that probably two years into my business.

I had a huge business deal on the table and Negotiate it for months. We got down to the point where we were redlining the contract. For those of you who are not familiar, when you have a contract and you're negotiating, the terms, you go back and forth and you'll Red Line the contract change in terms. Make sure it's agreeable for both parties. Well, one of my red line items, my counterpart who I was negotiating with he ends up telling me Oh, you know what, I have to get this approved by somebody and my stomach dropped.

I thought I would love. Because in that instance, the Association mistake that I made that I recognized was, I wasn't negotiating with the right person. I wasn't ago. She ate with the decision maker. But yeah, like job Seekers typically you will they'll have to talk to either the hiring manager or the recruiter but there are still other people behind that who also influence that decision.

Yeah. Now good question, Amia music. Hopefully I'm pronouncing it. Right. What they just said?

What if you have to negotiate before you accept and how do you know who to With good question. Yeah, so how do you know how to go she ate with? This is so simple. You just say who's involved in a decision making process? That's that's not a trick answer or anything like that.

Most people can tell you. Okay? Well, this this person is influencing the decision making process. So how, what tips you have to negotiate before? You accept?

Well, you have to know what you want, right out of the gate. You have to know what you want from the offer. Are you looking for career growth? Are you looking for exposure? Are you looking to get involved in professional associations?

So once you know what you want to accomplish, What you want in a negotiation then in terms of negotiating that then you want to put it in a package format where you present what you're asking for, but you want to present multiple things at once want to avoid asking for something, waiting for a yes or no, then asking for something else and doing that two or three times. There are three or four things you want to negotiate for ask for those things at once. So you can see it up like this. Hey. There's a few things that I see that are not in the offer letter that I'm curious about.

Can we discuss those one by one? So, the reason why you say, can we discuss these one by one? What you're doing is, you're getting your first level of agreement. Because in negotiations, when you get them to agree, then it kind of lessons the guard and it makes you feel more comfortable because you already got one. Yes, so then you can tell them.

Okay. Well, I want to talk about working from home telecommute, child. Reimbursement, continued education, things like that and then you can get into that discussion one by one. But to the person who asked the question earlier, what tips you have before you negotiate, keep this in mind that the negotiation doesn't truly begin until you have the offer. So if you start asking for stuff before you get the written offer, you can jeopardize actually receiving the offer.

So wait until you get that verbal offer that written off. For before you really start getting into the nitty-gritty. So before that, you just want to make sure that when you're going through the interview process, you're presenting. Open-ended questions, open-ended questions or questions that can't be answered with a yes or no. So their expansive questions, right?

Restrictive. Questions are questions that can be answered with yes or no. So those put you into the box. The reason why I open ended questions are important throughout your Review process is because information is power. The more, you know, the better informed decisions.

You can make a negotiation is all about having a conversation with enough information. So that both parties feel like Away With the Wind. Yeah. No, I love that. I wanted to just ask you something kind of peeking back on what you said earlier about not accepting the offer too fast.

May sound like a crazy question or don't question. But what does that mean like to fast? Does it mean like once they call you with the offer, don't accept their right then, if so, how long do I have to play the waiting game? Because I think a lot of people we may respond so quickly because we're like, okay. Well, we don't take up this offer today or tomorrow.

They're going to be like About, let me go to the next person, but remember that's not true. But like expanding it. Yeah, so, what I mean, by not acceptance of quickly, and I go into detail inside of the book. Don't leave money on the table is that you really want to make sure you have an opportunity to review the offer in written format because if it's not in black and white is not true, so, to your question bringing, if they call you and say, hey, we love you and want to make you the offer. Will you accept it?

Our natural inclination, is To say yes. Oh my goodness, I of course. I would love to work with you. Right? Yeah, but that's how you leave money on the table because you didn't get to look at the detail.

So what you should say is I'm so excited. I'm really eager to move forward with you. When can I expect to see the offer in writing? So it's not really a waiting game. It's more of an information game.

You want to be able to review everything in written format so you can make a well-informed decision and if you need to counter, you know what you're countering. So many times people will hit me up and they'll say chaplain. I got an offer. What stuff do I need to ask for it? I'm like well one, what do you want it to?

What does offer say? And a lot of times they don't even have a written offer yet. So if they did there's no written offer. We have very little factual information to go off of. Yeah, it's not.

This is so important. It makes me think about several conversations about they had were like friends or even like new co-workers that join. Often times people don't even know like the logistics or like, fully what they're getting in the job until it's too late. So maybe, you know, they're wanting like, you know, maybe their new job their insurance won't kick in. So maybe like 60 days from now, they didn't realize that but part of you know, they make them an offer.

They wanted to be able to go to the doctor sooner than later, A lot of. Yeah, you just, you just have to know what you're getting your. What you're signing yourself up for before you commit to anything. Yep. Absolutely.

I'll share this story with you too, because I have a client who is negotiating for a very high level International role and they presented the offer they were ready to rock and roll ready to release a press release and about announcing, you know the position. The terms were not right, even though they were sitting there at dinner, discussing the final terms, and she walked away and she's messaging me. And yet she was like, I know I have to walk away because I know this isn't the best that I can do is not appropriate for the level of work that I'm going to be doing. So she got on a plane, she flew across the pond, so she was in another country and she went back home.

In three days later. They came back to her and she got a very, very nice package. The package was in line with the type of work that she's doing with her level of seniority. So don't be afraid to pause it for a few days. Because when you said earlier, they'll go to the next person if it's a low skilled type of job, where anybody can do it.

Maybe that's the case, but when you have a specialized skill, they're not going to be quick so quick to move to the next person because they want you, because you have knowledge and expertise, which goes back to your first question. And you have to be able to talk about your skill set and articulate the value that you're adding. Because when you do that, then they know not to try you and not move on to the next person. Yeah. Yeah, you know, y'all just to piggyback off of that.

From the hiring managers for perspective like the the few times, and it's sad to say the few times of the few times when I've had someone, you know, tell me like, hey, give me a few days. I wanted to look over everything to think about it. It honestly, maybe want them even more. In. So they did come back with something else.

I'll probably would have we would because, you know, they just seems, you know, just like a steak see candidate or like I have to have on board because obviously someone else wants them or they have other offers out there. And so it'll make you look even more marketable. Yeah, it looks like you at the top of your game because you have their stuff together. They need time to review it. Yeah, you have to think about the position that the level that you want to be on and start acting like that now, yep, have some Movie.

One, one thing that I want to talk about someone, let's answer this question and I want to talk about people who are currently in a position. So they said what about when someone asks what you're looking for during the interview before the offer is made. Oh, yeah. So like when they say, oh, well, what's what, you know, what's your salary range? Yeah, so that goes back to the market rate.

You have to know what the market rate is. I tell people most something that most some states have made it illegal to You for companies to ask a current interviewing candidate what their current salary is on their previous salary is, you can Google your state, to see if your state is one who has made that illegal to the conversation should be about the market rate. When they say, you know, what are you looking to make? You can say? Well, I've done my research and based on my research.

This is my salary expectation simple, just like that. Now that a lot of people we think that by being super dog trick like that. It's going to be a turn-off but it's not again. I think it makes you look better as a candidate because they're so that you do your research and people that do their research, you can. I mean, it's just a great quality that have with it, you know, it with the team member.

So people want people like that on their team, you got to keep in mind of it. Yep, especially in an economy where they are going to be running a tight ship, and they might not have as many people as they had in a good economy. I want the sharp people, the best people because you might have to wear multiple hats. So in that type of environment, they want somebody who is on it. Yeah, so, okay.

So now let's I guess let's turn the conversation a little bit. So the people who are currently in their positions, so, you know, let's say you've been in this position for a couple of months. You just hit your annual review, this past December or January whenever you have yours and maybe you ask for something more, but your boss This is killing you. Well, let's wait a couple months and you know just before you make a final decision on it. What tips do you have for someone that's currently in a role and they wanted to negotiate their salary, but then this came up.

Yeah, so if you were about to negotiate your salary because it's hit like right around performance review season. Yeah, a lot of performance reviews either just got finished, our they got put on hold for now. The couple of things to keep in mind. It's still imperative that you You like the value that you add, even if you're really working at a reduced capacity, right? Now, what I mean, is, let's say you're working from home and you're sharing your home with your kids and your spouse.

So you're not as productive because you got a lot of stuff happening that you're still working. Okay. So keep this in mind. You are still contributing. You want to keep a very detailed record for yourself of what you're doing during this time any time?

Of adjustments that you've had to make as a result of this current crisis. You want to be able to articulate? Okay. This is what we were doing before crisis. Once the crisis hit and things shifted.

This is what I started doing and this is the impact on my team, on the organization on the company, whatever. So use that formula. Okay. This is what happened before. As a result of the crisis.

I started doing this and this is the result for my team for the organization use that as your framework, so, What will typically happen and what I'm starting to hear from some of my clients is, they're saying, okay. Well, we're not making any new budget decisions right now because our revenue is being impacted. So the main thing to do here is say, okay, when can we revisit this conversation? So find out, when can we revisit and what metrics are you going to be looking for? Okay, and then it's as the employee do everything in your power to hit all of those.

Those metrics along the way and be able to articulate when something happens. And you get a win at work. We do Wednesday, Wednesday at [company]. You want to be a oh, you know what? The metrics that we're going to discuss when we talk about the promotion or the raised in a few months.

Is this actually hit that? So have those casual conversations. Don't just wait to the next performance review. Yeah. I love that.

You keep in mind as exactly what they're looking for. I think that, you know, I experienced when I like a, my old job is that I would have these conversations with some of my employees, but they will never fall with a cup or they will follow back up maybe when, you know, times were getting rough and a household and they realized like, oh, yeah, I never revisit this conversation and then they come in and they don't have that thing. You know, they don't have the ducks in a row. And so if you have to stay at counter reminders to survive on yourself, this is one of the great things about working. With the coach, with my clients.

He goes on my calendar, and it goes on their calendar. So when life is real, and all kind of things are going on things of here, man, you're not thinking about all. I need to go back and have that conversation. But what you have, you know, coach like me or someone similar there. Touch bases with them.

Hey, here's the documents. You need, you have these things together, go back in and have that conversation and I had a client who she missed her, her meeting with her supervisor during that time where they were going to revisit it. So earlier this year, for her performance review. They tried to give her what she should have got last year. So it was a lot of work.

When I tell you a lot of work, we had to do a lot to get her the money that they told her, they were going to give her last. Plus the money that she should be compensated for for this year because based on her metrics, her kpis for her company. She was on track to get 2 bonuses. So when you miss those deadlines, you're leaving money on the table. Yes, Domina.

Yeah. Got my phone deadlines. I want to open up for more questions. We've had some people that have asked questions throughout if you're just now joining. I have a jack one swilley on here.

The founder of [company] and she's disgusting different solar negotiation or just relationships.. 4. Wait until make more and I think I was before you but they're looking to make more or just so, you know get paid their work. And so if you have any questions, drop them in the comments and we can start answering more. But until we all wait for more questions to come in.

But in the meantime you touched on this a little bit earlier, but I wanted to see if you had any other you know, inside that you want to add. So like outside of the money, the physical like cash in the bank. Else should people think about negotiate when it comes to their conversation. Yes. I'm so glad you asked said and so I went back to my book, don't leave money on the table because on page, 23 and 24.

I can't have a list of the things that you should think about Beyond salary. So think about your job title additional vacation days, 401K increased match new equipment or software tuition. Iseman student loan, repayment office space, meaning, moving from a cubicle to an actual office with the door. Relocation expenses, resources for your team and expense allowance. So, meaning, they're giving as a leader in the organization, to be able to have some petty cash performance review period.

So moving your performance review to a different date, exit packages. All this is something that most people don't realize when First, take a job, especially as you go higher in your career. You need to start negotiating your exit before you accept the job. It's kind of like a job for, you know, so what happened? I've never heard of it.

It's interesting. Oh, yeah. It's so popular. A lot of people in our community who don't talk about it, right? This is like a hidden secret so that way that if anything happens, you're getting money on the back end and you're managing The Narrative of how you leave that.

At organization. So this isn't for like an entry level position. This will be for a high visibility high level role where you'll negotiate your exit package negotiating, a leave of absence Professional Association membership support from senior leadership, child care, assistance and Conference fees. So, so many things Especially during the downtime that are outside of money. So if a company doesn't have the money today, you can go through this list and a book and you can figure out what's best for you at this stage of your life and negotiate for that.

I have a question. I'm going to answer. Charlie's first would be an external application from the company, how to ask. How should you ask for relocation expenses. Well once you have the offer there and they know that you're going to relocate then?

Typically a company who knows that you're relocating. They either have a company that they work with, that's going to help manage, your relocation are in your offer letter. There will be several pages that out lied, what that relocation looks like. So, how do you negotiate? That is what I typically tell.

My clients is you want to go to three moving companies and you want to get a quote when you go to a moving company to get a quote. You got to be able to give them the wake of your furniture. Most of us don't know when It is so you got to overestimate. And then what you do is you take those three quotes and you go back to the company and say, hey, I know in our package, you have ten thousand dollars to relocate, but I've gotten three quotes, and those quotes are saying I'm going to need at least 22,000 dollars or whatever that number is and you share that data with them. And so, in addition to that, you want to think about relocation expenses, if you are leasing a condo or an apartment, what are Your lease termination fees and what are going to be the fees associated with flying, to your new city, to look for housing and typically you'll get like 30 days temporary allowance for you to stay in a hotel or Airbnb.

Are a corporate housing or something like that. But this all goes back to look at the details. Oh, well, I didn't give you a latte yet. So let me give you a latte before you negotiate. I have this method that I created and it's been wildly.

Successful for all of my clients is five steps for every negotiation L. Look at the details a anticipate, the challenges T. Think about you walk away point the second T, talking through and evaluate the option. So I go into greater detail. We don't have enough time today, but I break that down inside of my book.

Don't leave money on the table. So when I say look at the details, when I was mentioning earlier, don't be too quick to accept the offer. That's why you need to see the written offer. Because if you don't know what's in the written offer, you don't know what to negotiate in their relocation package. Yeah, and I, absolutely, and one other thing, you think about relocation and look into the details, a lot of companies.

I think most companies they have a cloth is well within that. So like, for example, let's say that you get to the job, you like it, but then you were, you know, interviewing it, you know, to a lot of different places in 3-4 months down the line. You decided, Well, I'm going to, you know, leave this job in the for them. One. Oftentimes their clothes in it that says if you leave you owe us as money back within a certain time period.

So keep that in mind. I actually have a friend that had to pay back thousands of dollars back to the company that she left because she loves within like five or six months. Yeah. That is something that gets a lot of people. That's one thing that I make sure my clients understand up front.

When you accept that cash lump sum up front, you got to make sure you're going to be with this company for a minute. And in addition to that. Keep some of that cash in case you do have to leave. But to that point, I had a client years ago, negotiate a relocation package. She was living with her aunt, and she didn't have a lot of furniture.

She was moving across country. So they wanted to give her the cash stipend to relocate, but she did. Well, not a cash. Stipend. They were going to pay the expenses for her to relocate.

She just had her her clothes in her car. So it's easy for her to drive. Yeah. Well, we end up doing was Negotiating that they take that bucket of money and move it over to student loan repayment. So you can get creative.

They had the money allocated for her, but she didn't need it. So it took some work for us to crack the conversation for her to go in and to get it but she got it. Yes. So that was more beneficial to her than having the relocation expenses. I love that is, there's nothing.

There's a so many different ways that you can approach it that often times. We don't think about And so, I think when you think that maybe what you're asking for is too much. I think Jackie's story right now. It's clear that like, people people agree to more things and what you may think of, you know, there are people probably at the company that you're going to win the come with a year at that have crazy type of negotiation strategies that they've employee that you probably didn't get people where you can accept but you don't like don't assume that, you know, someone's budget or you assume that you know, exactly.

They're going to you know, say yes to or say note. So you don't know until you ask, right, right, and that's a big we talk about mistakes earlier but not asking is a negotiation mistake. Just making up a year. My oh, this is what they have and they don't have because we're going through this crisis. You could really put yourself in a position where you're leaving so much money on the table and when you find out that your counterpart is getting paid more than you and you want to be mad at the company and start.

Can you really play? You came back because you didn't ask for it that other person did. So, a lot of times when I see things on Twitter and people like, oh, I just found out my coworker. Game pay more. They have less experience, less education.

Okay, did you negotiate is my first question because yeah. Yeah. Yeah. We are still accepting questions for if you're looking to, you know, look for a new job or looking just to get more of your current job. And so if Any questions regarding salary negotiation just drop them in the comments while we're waiting on.

Any other questions to come through. I want to just piggyback off of that and just ask you something really quick. So let's say that you didn't do your research and you didn't do your research, but you're at this job and you realize that you wouldn't negotiate. Now. What, how should you approach it?

Should you wait? Like what does it, what does it look like, so I have an acronym that we teach in our leadership development. And trainings is called flow, and it's relevant to your question because when you find out that you're being paid was to somebody else, you get really emotional. So, this is where flow comes in FX / feelings, right. Which is why my first question is always, did you negotiate L leverage, the opportunity to listen and learn?

Okay. So that means drop in, to open it to questions. Again, start asking questions so that you can get information. Information is power. The more, you know.

The better informed decisions you can make and then, oh, be open to exploring new ways of doing things. So, maybe you have to wait a year because you didn't ask. So crank. And the best time to negotiate is before you accept the offer is much harder, it's doable but much harder to negotiate after you're in that role and W is no one to walk away. Because as I said earlier, with latte, evaluate your options and thinking about your walk away point.

Sometimes, you know, they have lost some respect for you as an employee because you came in and you didn't negotiate. So, now that you've tried to come back in, they just don't like it. And that's a bias, whether it's conscious or unconscious. So, but first before, all of that fax over feelings, right? So what you approach that start asking, open-ended questions, it's just been brought to my attention.

I'm being paid less than market rate are being paid less than the company average for And in my role, what can we do to get me to that point? And I talked about questions like we how can we get on that inside of the book? But it's a multi-layered approach. It's not like a one quick conversation. This is going to be a lot of conversations where you have to keep your emotions in check.

Absolutely Sonia, says should you begin conversations that have the offer in order to learn if the company can even accommodate? So like job title office space? Flexibility Etc. Repeat that question for me. Yeah, should you begin conversations of head of the offer in order to learn if a company can even accommodate what you're looking for?

So things like your job, titled office space flexibility. Okay, like, welcome home, things like that. So going back to two things that we said earlier, the negotiation doesn't officially start until you have the offer, but during the interview process. That's your opportunity to ask open-ended questions. So when they ask you o, do you have any questions?

Don't say oh does is this job and be flexible things like that? What you want to do is you want to be creative. So presented question, open ended like this. Can you tell me more about what it looks like for your remote employees or for your employees who work part-time in the office and part-time from home? So, when you say that they're going to give you that information in terms of office space.

You can say. Oh, can you give me more insight? Into what the culture is like around cubicle chatter. So that's an open-ended question where they can't answer with yes or no, so they're going to start going into details and you'll get to know. Okay, is there flexibility or know?

What is do? We have cubes or do we have an office? And so that's how you start that conversation with open-ended questions, but you got to get creative in how you craft those questions. Yeah. I love that.

Good question me. I think that's really important. Oftentimes. We'll use that time at the end of the interview to ask questions that are really not, you know, it's not going to help us out as a future employee. So as a past hiring manager, I've gotten questions.

Like, you know, what is your favorite thing about working here? That's an important question, but you can see the difference between that question versus the series of questions that Jacqueline just mentioned. And as a hiring manager, which person would you be more likely to give an offer to the one? Who said, what's your favorite thing about working? Here are the person who says, can you?

Tell me more about your work Arrangements. You probably. Well. I'll let you answer. No, definitely the second person.

Because for me, also, I think it's a hiring manager. It would make me feel bad. They're actually engaging the interview, they do their research and they're generally interested in learning how they could be a good fit and vice versa. - they can you pick the book up again? So I can see it.

Because it's don't leave money on the table negotiation strategies and it's on Amazon. So what other questions you guys have? And will include you see, Jackie convey also find it on your website as well. Yes. Okay.

So Jacqueline's. com or can I also find on this year ago? com? Yeah, we have any other questions regarding salary negotiation. So like if you're currently in the job and you're looking to get paid more or your job searching right now, and anybody who's watching this live.

If you did me, I'm going to send you a free negotiation checklist. Just dmsa. You watch live with Mogul Millennial because I want to make sure that everybody is prepared as you're going through this next. Our next chapter of our economy and what our new work life will look like making sure that y'all are. Are to advocate for yourself, properly.

Okay. Yes, we will make it available for you. And y'all listen to what? Jackie just said, sliding her diems afterwards. This is free game.

Y'all already got like a ton of free game right now, but get that checklist. Someone said, friend is also in current educational position, not certain her negotiations before, but will that be something that may be? And it may be negative and in negotiation of her referrals. So here's the thing. I think what she's saying is, will it be reflected negatively on her?

If she didn't go, she ate in the past, your work, ethic speaks for itself. So you also want to make sure that you're performing at the highest possible levels. We talked about, there's a chapter in both of my books, navigating. The career jungle is the first book and don't leave money on the table. There's a chapter in both books where I talk about emulating Excellence without excuses and that He's do it 110% of your ability of that job in that position doesn't mean strive for Perfection.

So if you haven't negotiated in the past, as long as your character, if your work ethic speaks for you, you can take that to be a catalyst. And then another way I'm taking this question because I don't have the full context is that when you are in a position where you, maybe you're not prepared to negotiate, you say things and they come on real wrong and rub the personal. Wrong way. What happens in it? Can impact you negatively, but you can always go back to that person and say, you know what?

I was really nervous and I recognized the way I said that it did not come off the way I intended and just leave it at that, don't go on and on and on because people can appreciate that and other people get nervous negotiating. So if you ever make a mistake in negotiation just acknowledge. It don't dwell on it don't keep repeating it over and over again and then move over. Yeah. Remember that the person that you're talking to their human.

They probably made the same mistake when they first started at that company. They're probably still making it right now. If you're looking to, you know, get paid more and so just the honestly genuine and you never know what could happen from there. Samantha said, is it appropriate to ask what quality is another person? Brought they got the salary you want.

Yeah, but here's the thing. Um. That's a tricky one because it's not just their qualities. It is their relationships. A lot of times when people come to me and they'll say my co-workers, get paid more than me.

They don't even have a degree and people get close, right? So, it can, it can be that they had a relationship with a lot of people. We talked a lot about networking. I talk about networking in my books because networking can get you an extra. Your gran hands down.

It doesn't matter what degrees you have or what other skills you have. You can not even be the best people person you can. Look at that person. Be like, why are they in a position? It's because they have relationships with people that can bring business to the company.

So that question about qualities or characteristics, that another person has at that job. Sometimes you can get some real information and sometimes you won't get any information because they're not going to flat out say is because they have relationships with XYZ which brought us ten thousand dollars worth of business this month and we have a spending twenty thousand dollar contract because of them. So sometimes you got to just understand office politics and understand the rules of the game. Yeah, Samantha want to ask your next question and just a sec but your comment he made me think about something.

That's definitely one of someone to be had on live last week. Mention. She's a career coach, you can Build those relationships early on so you can go through Linkedin. You can just look at the website and see who, you know, who works there and get your name out there now, and you can start building those relationships. And those people, they can put your, you know, they can put your name out there, they can for your resume over and just by having those people vouch for you.

That's that's relationship-building. They can help you. Yep. Samantha says, in I'm cold interviewing currently, you can you build relationships while in two stages? Well in those pages, yeah, so when you're building relationships, the key is to be genuine to be yourself.

Just like you can spot somebody who might have a motive other people can spot that. So here's the deal when you're building code, relationships be to the point be concise and you can straight up say, you know, I'm looking to build relationships. So let me know what I can do to assist you. Welcome to New York before to hear somebody speak at a conference just to talk to them for a few minutes. And I told them, I went up to them after they spoke at the conference and said, you know, I came to this conference because I saw that you were speaking.

It's okay to be direct as a result of that. I built a very great relationship with somebody who has interned open many doors for me. It wasn't my intention for me to get her. Her to open her door to her network, but because I was just straight up and she When she has gone. Well above and beyond for me.

And I cannot tell you how much money I made as a result of Bishop of me. Just straight up saying I came here to hear you speak. Yes. I love the idea of just being direct. I think sometimes we put too much fluff in the beginning and people they're busy.

They want to know exactly what you're looking for in. So, I love it idea. Being to direct due diligence art says, when you market value, when you say, Good value, sometimes they ask the question again later to get a specific answer. Maybe can use, I guess, your share some thoughts about that statement. Yeah, so when you are giving them the, your Market read, you want to be clear and I give you some language to use inside of the book of how to address this question.

But just tell them if they want to clarify. I've done my research based on my research. Someone with seven years of experience, as a graphic designer in Jacksonville, Florida. They're going to earn around 95,000 dollars. What I've done in the past is I received several Awards.

I have been recognized by the agency of choice for this and that and I'm consistently recognized as one of the most creative graphic designers in the company in my current company. So as a result of that, I know that I should qualify for even more than the market rate because I perform at a high level. So when they push back, don't go back to the number in the example. I just gave you you go back to the values. That you bring because it's not about the number.

At the end of the day. They want the person who's going to help them shine and especially during the crisis, where some companies are going to be cutting back and running lean ships. They don't just want the cheapest person. They want the best person who's going to be able to get the job done and help them get to a place where they can start being profitable again and bring it in even more Revenue. Absolutely.

Absolutely. Great Point. Yeah. I think we are at time now. Oh, Okay, well answer this last question, and then, I want Jackie to tell you more about her worksheet again and how to find her.

So Samantha says, help to find your value. I guess she's looking for help finding her value and like, how to determine how to determine that. So Samantha, I'll tell you check out my, my book, because the first chapter is going to help you be able to begin to articulate your value. So that's don't leave money on the table, but hibiya. The DM also because I'll send you the link to my podcast so that you can hear.

I walk you through several examples of how you can start hard being able to identify your value. There's one example that I share in the book where I talk about if you get a lot of compliments for instance, Samantha people come in and say Smith. You did a great job in that meeting. That was awesome presentation. And you say oh, that's no big deal.

Don't worry about that. That's an indication that you have a doubt. You're bringing value in the way you deliver and the way you present, and your oral and written communication skills. When you say, don't worry about that, you devalue yourself. So when you go into extra things, it's not that you're devaluing yourself in the moment is that you already devalue yourself.

And you say, don't thank me. No big deal. So that's wonderful. Yeah, so that's one way, but then, the other thing is, This, you have to begin to be able to piece together. All people keep complimenting me on this.

It's easy for me, but because it's easy for you doesn't mean it's easy for everybody else. So you have to be able to slow down and take an assessment of your skills so that you can start putting these things into a framework, but I'll send you the podcast episode where you can, we can go deeper into that. Yeah. Thank you. Thank you.

That was great. Well, Jackie, if you can just tell them again. About the free resource that you have for them and then how to find you. Yes. So I'm Jacqueline Twillie on Instagram.

So if you click this live, you can go to my program to my profile DM. Me and I'll send you my free negotiation checklist, but I also have books on Amazon navigating the career jungle and don't leave money on the table. And so I have a podcast. I saw Leslie. Give my podcast a shot out.

I appreciate you Leslie for that food. Love that you And the podcast is power Banking. And if you go to Power banking on any podcast platform, you can find that. There's almost 200 episodes people listen to the podcast and make a lot of money. They make major career moves, and so you can use that as a resource for you.

And then, lastly, I just want to tell everybody we're in uncertain times. But when I graduated from college, I was in the middle of the recession and I She waited two weeks later. I interviewed with the company, a Fortune 100 company. One of the biggest brands in the world. We all know the brand and I was working.

And so a month from graduating in the middle of the recession to a month later. I had a job getting paid almost 60, thousand dollars a year during the recession and that's right out of college because I went from undergrad to grad school. So it's amazing. My knees are still going to pay. Some companies are going to be tight with their ship.

But your you still have an opportunity to make money and it's all about your mindset. So if you can go into this with a my setup, I'm going to find a great company to work for where I get to bring my skills to the table. Then you're going to walk away with something better off. If you're just doing them saying, oh my goodness. The world is crashing because we do feel like the world is crashing, but there is light at the end of the tunnel and this too shall pass.

Amen. Amen. Amen. Thank you. Again, Jacqueline for happened on here.

Given all this free game. Y'all again to make sure that you slide it. Hard to yams. Get the checklist. Check out her books that she has and you just catch the replay if you're coming in late, because there was a lot of great information share today.

Thanks e, z. I know. My mom is coming. Oh, yes. All right.

I'm so glad y'all enjoyed this. I'll see y'all in the DM to keep the conversation going Brittany. Thank you for what you're doing for people during this time using your platform to just really educate the community and be a strong resource. I'm so proud of you Carol. Thank you.

Thank you. Thank you, we gotta, we gotta keep growing as the community and get those money. So anything I can do to help out bringing great people like you, Who is what we're here for? All right, dear. All right, y'all?

Well, I will see y'all later. All right.