06-04. Follow Along- Salary Negotiations (Negotiating Your Future)

Instructions After viewing the video in this lesson, make a note of which combination of tactics proved to be most effective in obtaining the desired outcome. Remember, getting to a “yes” is nothing without “how.” Also, be sure to focus on Derek’s implementation of certain negotiation skills. Why do you think he pivoted to the projects he was interested in during the salary negotiation? Script BRANDON: Hey, Derek, it’s good to see you again. Thanks for coming in today. How you doing? DEREK: I’m doing all right. I was a little worried there for a while. Didn’t know if you were gonna actually call back. BRANDON: Yeah, well, you know, I apologize. Thing—things have been a little crazy around the office lately and among other things. DEREK: Yeah, sounds like your personal and your professional life are kicking you in the teeth right now. BRANDON: I don’t know if it’s necessarily kicking me in the teeth—but, you know, things are busy. Things are busy. Lot going on in the business right now, and also my wife and I actually just bought a home— DEREK: Oh, congratulations. BRANDON: —closed on it last week—got moved in and so, you know, things have just been a little hectic as a result. DEREK: So is it—you’re just—sounds like you’re spinning, spinning, spinning, spinning plates. BRANDON: Yeah, I think—yeah, that’s—that’s probably pretty accurate. Spinning is a very good way to put it. DEREK: But you got it in perspective, ’cause it sounds like that work/life balance for you is pretty important. BRANDON: I—yeah. Very much so. Very much so. I think it is. DEREK: So it seems like you got something on your mind, something you wanted to share with me, or else, I guess, you wouldn’t have called me back in. BRANDON: Yeah. Yeah, I do. And I’m sorry I didn’t get back to you sooner on this. We do love everything that you brought to the table. Had several conversations internally here as we’ve been working our way through this decision-making process. And so, like I said, love what you bring to the table, and—the reality of it is we’d—we’d love for you to start next week. DEREK: So it sounds like you guys appreciate what I can offer the company, and you’ve already had discussions about what my role is going to be going forward should I accept. BRANDON: Yeah, yeah, very much so. I mean, the other thing, you know, your résumé’s fantastic, your previous experience is fantastic. But more so, references spoke highly of you—your leadership capabilities and your ability to adapt in the moment and in an ever-changing environment. DEREK: In the references that you were able to reach out to, what was the one thing that you heard from a reference that jumped out at you? BRANDON: Your ability to handle problems. DEREK: Oh. BRANDON: And so, you know, not that we’re necessarily looking to be having to solve a problem every second, but obviously things come up, and so someone that can step in and take the bull by the horns, as it were, and bring things to the finish line, and give the team the extra boost that they might need to finish a project when it needs to be done, was big. And one of the references told us a story that, you know, I was very impressed by when I got a chance to speak with them. DEREK: Excellent. And so it seems like you have a vision for what success looks like for a person in my position. Newly appointed, coming into the organization. Sounds like you got a vision for what that looks like. BRANDON: Yeah, I mean, you’re obviously gonna—you’re comin’ in as a regional associate, right? Directly—as a part of my team. You will be reporting directly to me, and then there’s also another regional manager that you’ll meet when we bring you on that you’ll report to. But, yeah, for you specifically—we’d love you to be in a place where you can be leading a team as opposed to just being a part of a team, in short order. But—you know, time will tell. DEREK: And so it sounds like—my opportunity to excel and advance rapidly within this organization is a real possibility. BRANDON: I think so. I wouldn’t say that that’s necessarily far-fetched. DEREK: Okay. And it sounds like this is your typical fifty-to-sixty-hour work week? BRANDON: Oh, yeah, good question. So as far as the work weeks go, I mean, you’re gonna—minimum of forty hours. But obviously when things get crazy and, you know, we got client demands that we gotta meet, and we get thrown curveballs ourselves—you know, we’ll—we tend to put our nose to the grindstone and put in more time. But that’s not gonna be what every week looks like, I’m sure. But yeah, that’s—probably a forty-hour week. Fifty to sixty on—on a really busy week when we’re handling a large project...