Mock Negotiation: Salary

Chris Voss

Lesson time 11:14 min

Chris demonstrates how to negotiate effectively for a pay increase. Learn why he doesn’t focus the conversation on money.

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Topics include: Mock Negotiation: Salary


[MUSIC PLAYING] - All right, Pam, in this exercise, you're gonna be my employee. You're the director of business development for the Black Swan Group. You handle business development, and you're making about $120,000 a year. And you've decided that you want to make more money, OK? So you walk in, sit down, open it up. - Hey, thanks for taking the time to meet with me. - You're welcome. - You know, what I'm coming to do is to ask you for an increase in salary. And I really would like to change my title from director of business development to a VP, I think. It's kind of the natural progression. - How much of a raise would you like to get? - Well, right now, I'm making $120,000. I'd like to be at $160,000. - $160,000, OK. So I'll take a step back as a teacher. Most employers look at employees as selfish people. - OK. - Because when they walk in the boss's office, you never come walking in the boss's office unless you want something for you. So I'm gonna know, going in, if you made an appointment for me. You didn't come in here to make my life better. You came in here to ask me for something. - Right. - So how do I know that giving you a raise is gonna help me? - You don't. - You just think if you get an agreement on a price, everything else would be lovely. - Right. - Which is a normal reaction from most people. And that's how most people sink themselves in job negotiations. They don't walk into the boss and say, hey, how can I be more valuable to you? Because when you say, how could I be more valuable to you, suddenly that changes my perspective. You didn't come in here to get something for yourself. You actually came in here to make my life better. That's a game-changing moment, initially. Just by asking that kind of a question or taking that kind of an approach-- - Right. - --then it's immediately a different conversation. Immediately, you're no longer a selfish employee who came in here with her hand out, OK? You put one hand, you put two hands out, and willing to have one handful, you're gonna put two hands out because you've been told to ask for more than what you want, right? - Right. - Aim high is the big lie that's out there. Aim high. Now, how much do you know about my ability to pay you? - I don't. - You presume it's there. - Right. - But you don't know. - Right. - And you don't know how to make yourself more valuable. - Oh, right. - So how do you do that in a job negotiation? You got to come in, first of all, and find out am I living up to expectations? How have I done? How do I negotiate my success for the future? Then you start talking about what that success is worth. But terms make the deal in any negotiation, especially in a job. You know in advance that a lot of employers might look at employees as selfish. That in order to disarm that you might say, look, I don't want you to think I'm selfish. But instead of denying it, you...

About the Instructor

As an FBI hostage negotiator, Chris Voss persuaded terrorists, bank robbers, and kidnappers to see things his way. Now he’s teaching you his field-tested strategies to help you in everyday negotiations, whether you’re aiming to improve your salary, the service you receive, or your relationships. Get stronger communication skills, game-changing insights into human nature, and more of what you want out of life.

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Chris Voss

Former FBI lead hostage negotiator Chris Voss teaches you communication skills and strategies to help you get more of what you want every day.

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