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How to Negotiate Salary: The Negotiation Mindset

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Learn how to get paid what you are worth by adopting a salary negotiation mindset.

Negotiating your salary when going for a new job or a raise is a critical skill to make sure you get paid what you deserve, yet it is a topic that makes most everyone anxious.

Before you can master salary negotiation tips and tricks, you first have to be in the right mindset

Using an easy-to-follow storytelling approach -- along with case studies, statistics, and the right amount of humor -- this course will change the way you look at negotiation.

In this course you will see:

  • Two crucial goals for any negotiation
  • Case studies of negotiations gone wrong
  • The new reality for a post-recession economy
  • What family, friends, and your boss WON'T tell you about negotiation
  • Negotiation statistics and facts
  • The HR perspective
  • The light switch moment of negotiation success

Ready for the next step?

Also see: How to Negotiate Salary: Negotiating a Raise or Promotion

Included Modules

Negotiation Mindset Course Trailer / Preview

Learn how to get paid what you are worth by adopting a salary negotiation mindset. In this 90 second trailer, you'll get a preview of what you will learn in this course.


ML01: Course Introduction

In this video, I welcome you to the course and talk about our goals. You'll hear about my background and qualifications as an instructor, and I set the scene for the next lecture you're about to see.


ML02: Negotiation Gone Horribly Wrong

In this amusing video scenario, you'll meet Allison, the main character in this series. Like many job-seekers, you'll see that she has focused on the interview basics such as her resume, a few standard questions, and a firm handshake.

However, things take a turn for the worst when Human Resources asks that crucial question... "What were you thinking in terms of salary?"


ML03: Two Crucial Negotiation Goals

Jim presents the two crucial negotiation goals that you will have for this course, and the single biggest word you're looking to avoid.


ML04: A Painful, But Valuable, Negotiation Lesson

In this video, Jim tells the case study of Kevin from London, who is thrilled to start a new job in New York City, but later learns a very painful lesson in negotiation.


ML05: The New Reality in Today's Economy

Life isn't simple, and neither is your career path. Jim highlights some of his ups and downs, and explains what the new reality is for a post-recession "gig economy."


ML06: What You Don't Know WILL Hurt You

When it comes to knowledge of negotiation, Jim eases your fears... it's not your fault. In this funny scenario, you'll see examples why your college, your parents, your friends, and your boss won't teach you anything about negotiation.


ML07: Negotiation Statistics - What The Research Says

What do the stats and research say? Turns out there's not a lot of information on salary negotiation. And as Sheryl Sandberg notes, the numbers show it's even harder for women.


ML08: Adopting A Negotiation Mindset

When adopting a negotiation mindset... don't get anxious, get excited. Jim gives 4 tips on how to re-frame your approach negotiation.


ML09: The Human Resources Perspective

Let's go to the other side of the bargaining table. See what HR is thinking during the hiring process.


ML10: Your Time To Shine

Job-seekers have a very short window to capitalize on a negotiation. In this video, you'll understand the urgency to take advantage of this opportunity.


ML11: The Lightswitch Moment - Negotiation Success

This funny scenario between Allison and HR shows the transition from being a novice negotiator to the exact moment that a job-seeker embraces the negotiation mindset.


ML12: Negotiation Mindset Conclusion

This video wraps up the course and summarizes lessons learned.