How to Negotiate Your Job Offer - Prof. Deepak Malhotra (Harvard Business School) 

NOTES 4:12 7:34 8:34 10:02 11:02 15:35 ** 17:35 **** 21:16 ** 23:18 26:30 30:39 33:45 *** 40:24 **** 47:03 52:18 ***** 55:20 *****

I really like Prof. Deepak Malhotra's communication style. Very approachable and easy to process.

Hi All, Deepak Malhotra here. My new book, Negotiating the Impossible, just hit bookstores... and it's available now on Amazon (and everywhere else)... www.amazon.com/Negotiating-Impossible-Deadlocks-Resolve-Conflicts/dp/1626566976/ If you've enjoyed my job negotiation video, you'll Love this book. Best wishes always, Deepak

BEST LINE - Think about who in this company value you and why, and how you can leverage that value for those folks in order to have different negotiations with the different part of the company.

Can you imagine how Prof. Malhotra negotiated his role at HBS? Great lecture, thank you for uploading and sharing!

dealing with people is the most difficult task that one has to master in a life time.. each time you see a different face encountering you..

This is mindblowing. I wish every college/university should provide the last session for all students and talk about what they will be facing in their job interviews before they leave college/university. Points/tips made in that kind of discussion is very helpful. Thanks for uploading. Love from Nepal.

Great talk. What I get from this: make people like you first and then convince that you deserve it.

I have just posted a new video, which is a speech I gave last week (in April, 2016) to the graduating students at Harvard Business School. It's titled "The Purpose of Education". You can find it at this link: ru-vid.com/video/%D0%B2%D0%B8%D0%B4%D0%B5%D0%BE-FM3fqtaLex0.html I hope you find it to be of some value. Reactions welcome! Best wishes, Deepak

He is such a good teacher. He teaches compassion, truth, authenticity, and doing right. He seems like someone who adds so much value, that the firm or institution will feel compelled to reward him, monetarily and otherwise.

The constraints are the largest hurdle to get around. Most large companies have an approved salary grade for a position, and it's very, very hard to have them change it. Small companies and startups are perpetually cash strapped. I did nearly double my wage at a family run medium business. They needed someone desperately, had plenty of cash, and I was referred by an existing employee. I interviewed with the owner.

I appreciate this lesson. Very tempered, honest, humble, considerate, and yet firm and strong. Great advice. It is especially the honesty and humility that is so refreshing in modern times and business.

Thank you Prof. Malhotra for your insights. Salary negotiation is uncomfortable for both parties because it involves putting a value on someone's capabilities/time which is subjective by nature. Add to this human expectation mismatch and sometimes greed. This is as complex as human mind. Excellent points.

If the video jams around 7 minutes, you can fix it by changing the resolution (using the "Change Quality" icon near the bottom right of the video screen)... set to 144p. Thanks, Stef Jay.

Whether MBA or not, these are great tips for negotiating any job offer.. Thanks Deepak!

Hi Everyone, I just published my latest book (& debut novel), "The Peacemaker's Code". This really might be the best book I ever write, and I am delighted to be able to share it with you. Check out the reviews (&/or get the book) here: amzn.to/2YcfSEl Reactions welcome! Deepak Malhotra

Prof.Deepak Malhotra I am a Professor of Business Studies in India - - - I find your lecture spontaneous and students friendly - - - you addressed well all that goes in students minds - - - when they face their first few job interviews.

Pay isn't just about one person; it's about duplication, its about optimizing. It should be structured in a way that is low enough to maximize the returns on investment into human capital, but high enough so that it retains the highest level of talent that the company currently demands for. & since you the manager is usually better at forecasting those demands, I'd just flip the question back at him to say "based on everything ive just said, what would you judge to be the most accurate pay to maximize the talent retained, at the best price possible for the company?"

What a nice way to make people more focused on session "you are not being recorded, so ask your question comfortably in Q&A" And you when you know you can ask any question you start being more focused on what professor is delivering

every students who will graduate soon need to watch this... thnks Prof. ^^

Someday I'll be there, there is nothing impossible I do not know English very well, I used Google to translate words And I can not wait to learn a lot of information

Gist here is deal with a well developed "Common sense". Mr. Deepak Malhotra seems to have a very well developed one. Awesome advice and awesomely delivered.

"Don't negotiate just to negotiate" could be applied to other skills learned as well. It seems like each skill is like a new tool or gadget dying to be used. Purpose is everything. Great to see this posted, one to recommend to others. Thanks!

Amazing session ! It funny to realize that what negotiation really means , is not being like Harvey Specter - confident asshole in every situation , but is trying to make genuine connection with other side with honesty and integrity. Not to mention presenter reminds me of AlPacino in GodFather-1 :)

It's Launch Day! My latest book, "Negotiating the Impossible", was just released in Paperback. Read reviews & buy it here: www.amazon.com/Negotiating-Impossible-Deadlocks-Resolve-Conflicts/dp/1523095482/ If you've enjoyed my videos on negotiation (here & elsewhere on RU-vid), you will love the book. Best wishes... Deepak

Valuable presentation but two points that I think are very important: 1. It’s critical to understand who the decision maker is in every negotiation and if you’re not working with that person what is their relationship with the decision maker so you can better understand how much progress can be made with the person you’re speaking to and 2. This is all assuming you’re negotiating from a point of leverage. Some of these points completely change when you aren’t the top candidate or if there are alternatives to you, it’s quite rare in a negotiation to be on the side of leverage, usually you’re negotiating at an equal level or even where the other party has the leverage. This is where real negotiation skills are critical as you still need to persuade how you are the best option to create leverage to level the playing field

I love how easy to digest that was. Thank you professor. More video lectures please!

Be Honest & Let people like you first. My take away from the wonderful Lecture . Thank You Sir

This was excellent. Simple and concise with almost every second being critically significant (except for the Q&A portion).

notas : 35:50 30:28: 55:20 start 3:30 9:40 13:20

Amazing inputs by Professor Deepak Malhotra, they are all practical , relevant and meaningful. Very thankful for sharing it.

I came across this video when I am about to negotiate an offer. Some of his points actually happened during the process for example, the hiring manager wanted to know whether I will for sure accept the offer if she work internally to give me a better offer that I ask for. I think the professor stands out from other salary negotiation Videos because he explained not only what to do but also what to think and why.

THAT was a great, helpful session you just can't find everywhere. His words are very easy to understand and conceptualize.

Prof. Malhotra: Without doubt your presentation is great. My advice would be to rephrase the questions asked by the audience in the room. It is because I could not hear the question asked about 25 min because of poor voice recording. You answered it, but I did not get the actual question. It was painful to try to get it from the poor voice recording. It is not a complain. Thank you. - GSP

I am watching this video from Kenya and it must be the third time I have watched it. It is very helpful.

I happen to have encountered this and I finally got what I want when I talked to the ppl on the top, the ones who are actually capable of making a special deal for you.

I feel that a lot of these students are like my classmates. Anxiously waiting to put their learned skills into effect yet lacking the experience of industry practices. It good to know your personal mission in order to know what and when to ask.

I really enjoy watching professor Malhotra's presentations and speeches, I believe he has great negotiation skills and the ability of answering tough questions on the spot. And yes he looks like Ray Romano ...

Thanks Prof. Deepak for sharing this wonderful presentation on how to negotiating your job. This is very important as an MBA student...

Awesome to listen to! I enjoyed how he uses real-life examples and tips on how to negotiate. He is straight to the point and knowledgeable.

Excellent Presentation! Insightful, Professional, and Practical.

This is not material that should be taught in business school. This is material that should be taught in high school. Along with mandatory finance, statistics and probability and health culture. 20 yr olds should start life being able to speak about their interests.

Looking forward to reading Prof. Deepak Malhotra book, The Peacemaker's Code. His communication is so relatable.

Hi Everyone, I've just launched a "Negotiation Insights Series" on my RU-vid channel- these are 2-3 minute videos in which I discuss one principle, tactic or piece of advice on the topic of negotiation. All free. Will continue to add 1 clip daily, for as long as I can, and at least until we are no longer locked in because of the coronavirus. I hope you find these to be of value. Feel free to share! You can find the videos here: ru-vid.com/group/PLekSL7hVCv9bf0MByUB0_Cl0l0UGidRXP

This man is wise, authentic, ethical and future-minded. This talk will positively impact my and millions of others' careers. Thank you.

Prof Deepak, thank you very much. You're a great speaker, very knowledgeable and helpful. Keep posting you're amazing. Thanks, Isaac

00:10 Professor Deepak Malhotra teaches negotiation at Harvard Business School. 02:13 The equation for getting what you want 05:57 Be flexible on the currency of payment to optimize the entire deal's value. 07:48 Negotiating job offer strategically and avoiding unnecessary haggling 11:24 Effectively communicate priorities during negotiations 13:11 Negotiate with a long-term perspective 16:58 Stay engaged and gather information throughout the negotiation process. 18:38 Prepare in advance to answer tough questions 22:05 Focus on understanding the intent behind questions during job offer negotiations 24:02 Handling ultimatums in negotiations 27:23 Negotiating under pressure with conditional answers 29:15 Understand the concerns and issues of the other party in a job offer negotiation. 32:27 Negotiate to have offers come in closer dates 34:11 Shoot for an 11 out of 10 in negotiating with your future employer 37:46 Importance of being prepared to negotiate job offers 39:43 Negotiating job offer requires honesty and flexibility 43:08 Stay engaged and don't rush job offers 45:22 Understanding why a potential job offer is rejected is crucial. 48:42 Negotiate by presenting your willingness to give up money for the right opportunity 50:35 Pay attention to framing and value all aspects of a job offer. 53:53 Negotiating in a small company without HR 55:37 Negotiate for expanded scope and benefits 59:03 Negotiating job offers is important for future leverage and career satisfaction. 1:00:49 Negotiating a job offer is a conversation and should not be one-off

I'm here because I didn't take a negotiation class in school and I might find myself in one since I've just completed a final round interview.

YAY!!!! I thought you wouldn't post anymore videos due to your channel inactivity. Always a pleasure to listen to you. You are a great and natural speaker. The things you cover are very helpful. I saw you first in the 2012 graduation speech and then proceeded to watch almost all videos of you uploaded on youtube by various sources. Hope you will continue posting even though I'm guessing you are a very busy man. Cheers!

Thank you so much for sharing this video: it's one I wish I had seen when I was exploring the job-market, and one I believe would be invaluable to almost anyone entering it - in particular to those doing so for the first time, as they leave school.

This guy looks like a mash-up of every celebrity

This video keeps popping up on my screen and finally I saw the ending part of the video just today, Call me dumb or call me incompetent, But in a similar situation as Deepak, I see myself more often responding to more students, more questions ... ar the cost of leaving the kids to wait .. May be I am not moving forward In career eventhough I know the oath ahead ... But I guess that's how my priorities are !!

That is a really interesting and useful speech. Such a pleasure to listen to Professor Malhotra's speech. This video covers my questions in mind and enlightens me a decent altitude and second thought throughout whole process.

this guys employer watching this video like: * cat with teary eyes thumbs up *

Loved this. Professor, you should put out more content!

when i started y first job as a bookkeeper at 17 i I was paid 3 times less then the other accountants even though i did more I asked my boss for a raise he told me "I will pay you what you are worth to me, if you think you re worth more go somewhere else" naturally i was pissed off at his response then i realized he was right your salary will only be representative of how much money you can make your company someone who makes a company 500 dollars a day is only at the most worth 450 dollars as an example now I have people fresh out university under me graduating and asking for a pay rise within 6 months of leaving. I tell them the exact thing my old boss told me but nicer " go work out how much money you make for the firm and come back to me with the result" those that do usually find they make enough to cover their salaries which we pay them out from a manager work out how much you are worth your productivity,

This video was very easy to understand and to the point. This information will be useful to me in negotiating a job offer.

I enjoyed watching this present. It was very useful, even for those who have been working for a handful of years. Negotiation is not easy, and there is always room for development for most!

Sir, I am extremely excited to see that how you will negotiate with my boss. Probably that conversion will be worth posting. I am currently studying HBXcore from Harvard and i reside in Botswana.

everybody loves raymond

Basically, what i understand, is that the business of talking & face to face meeting's / negotiation, is Researching & Psychology of SALES of yourself & look straight into the eyes of your interviewer, but discuss what you know you will achieve ? So know as much as possible before your going in the deep water ? Right or Wrong ?

Nice tips, I live outside the US and it works worldwide in some points, not in all but some

I wish these kinds of talks would have been shared with me before I started into my career to avoid a lot of mistakes and wrong approaches taken as I just used always my Indian style.. which simply never works in other countries.. this is why I need the Education Style in Schools and Business School MBA's to be completely changed..

At 26:53 Prof. Deepak Malholtra mentions the Star Trek The Next Generation example "Yes, provisionally...". I went searching for this video and found a 3-part series. Other videos seem to do a full analysis of the entire scene/context/setting, but the 3-part series I found just gets right to the point. If you're interested in watching the trial scene, here are the links: Star Trek TNG -- Humanity on Trial (Part 1 of 3), a 3m22s clip that sets the trial scene of the judge entering the court: ru-vid.com/video/%D0%B2%D0%B8%D0%B4%D0%B5%D0%BE-CCIT7XXxxRk.html Star Trek TNG -- Humanity on Trial (Part 2 of 3), a 3m12s clip where the statement is made "Soldiers, you will press those triggers if this criminal answers with any word other than guilty": ru-vid.com/video/%D0%B2%D0%B8%D0%B4%D0%B5%D0%BE-BRymGSc3MZY.html Star Trek TNG -- Humanity on Trial (Part 3 of 3), a 2m56s clip that shows Pricard's response "Guilty....Provisionally": ru-vid.com/video/%D0%B2%D0%B8%D0%B4%D0%B5%D0%BE-ZF0Ien1amAE.html On a side note, it was cool to see the actor who played Shang Tsung in it. PS: that research diversion took a lot longer than I intended :O hope you appreciate it

I like this guy ... good points and informations.

Great presentation. I find myself keep coming back.

I'm so glad I came across this video..I'm in for a negotiation round

Everybody has a plan, until they are punched in the face :D epic!!! 19:30

The presentation of prof. Deepak is very awesome

He reminds me of Al Pacino, lol!

I really enjoyed this video about negotiations, and feel that their are some very good points he talked about that should help you get the job, if you apply what you have learned in this video. I found it to be very informative and useful for the next part of my work venture.

In short, Bring relevant value into yourself and then negotiate

My first job out of college I negotiated a 10% raise plus ten hours overtime per week. I connected very well with the unusual person would be my boss. Be genuine. If they do not like you and make no offer, you have saved yourself a lot of irritation.

Will have my offer negotiation tomorrow. Will come back if I succeed. Wish me good luck!

He provides much constructive viewpoints and guidance.

Love it!!!! Thank you Mr. Malhotra-- I'm sharing this with my network now. :)

Quite useful information, audio could have been better. Wonderful, thanks Prof. for this superb video.

Summary of the talk here - hbr.org/2014/04/15-rules-for-negotiating-a-job-offer

For everyone else besides Ivy League grads, your employer promises you a raise in six months with a beginning low offer and then at the end of six months, your boss or the original HR person is gone and you are SOL; unless you leave.

Thanks for the great tips! I stumbled into your video while I'm in the middle of a package nego with a prospective new employer. Btw, your manner of presentation and your voice sounds like Al Pacino.

Hmmm, some of his points seem to parallel the main themes of "Dale Carnegies: How to Win Friends and Influence People". Interesting emphasis on communication skills, the fact that they are teaching this at Harvard demonstrates the need for this skill.

I'm very happy to watch this presentation .the teacher is very smart and his masters courses and. i want to teach like him but I don't know if HBS can hire me to teach in HBS. I Congratulations THE PROFESSOR. KEVIN KOHAUTTO from Central African Republic.

Best Nicholas Cage impersonation ever!

I usually accept the first offer on hand mainly because most of the jobs are not sale oriented or management position. It depended on what kind of job it is and who you are. I mean if you have been looking for a job for a while and nobody response, accept that first offer makes more sense!!! Then again, who said anything about leaving the old job? as long as there are no conflict in the duties according to agency laws.

Why is Andy Garcia teaching negotiations

Thank you very much for making this public!

Brilliant speech. Thanks for the education.

Refreshing to hear you tell people not to lie. Too often, in business, people are deceitful.

Hi Deepak -- where can we find the slides to your talk? Thanks for this really awesome video. It not only helped me become a better negotiator but also better at relationships because, at the end of the day, negotiation pops up everywhere in life :)

Actually, the primary focus should not at all be about negotiating a job offer. One, a business already knows the range in which they can pay you for the position. Two, It’s usually within 10k, which is peanuts in the grand scheme. Its not like you are ever going to negotiate a 150k salary for example, when the department has been allotted 90k for the same position. It’s about the RELATIONSHIP you begin to cultivate in the interview which is the foundation for the direction in which you will go in the company. Some CEO’s started from within. Do you think they really cared what their initial salary was in their first job with the company? Forget about the money. Focus on creating relationships with those in the company who matter. Believe me, over the long term these are far more important than negotiating your first job offer.

9:50 understanding the other party and the parameters / constraints

Nicholas Cage?

what a solid, solid professor.

This is huge. Love this lecture.

It was quite a learning session! Thanks :)

Thank you for the video! Recently I tried to negotiate a job offer in the most respectful way I know how (asked for 10% increase in salary), but the company refused to engage in a dialogue and suddenly withdrew the offer... Is there any way to recover the original offer? Thank you.

Great talk, really liked his approach and learnt a lot !

Thís message is simple : DON'T OVERPLAY YOUR HAND

Thank you, Professor Deepak. This was very informative & helpful!

Really enjoyed it a lot! You are amazing, Sir!