Mark Anthony: Good morning everyone! I am Mark Anthony. I have worked with thousands of business people over the last 20 years on helping them negotiate a wide range of deals, salaries and successful conclusions to their negotiations. Please send me your questions on various opportunities you are currently negotiating or exploring. Look forward to helping you.
McLean, Va.: Off topic but what is better -- being fired or resigning?
Mark Anthony: Resigning puts you in better control for future salary negotiations. Although I don't know how that would affect unemployment for you.
District Heights, Md.: How do you ask for more money and a flexible schedule for work/life balance without looking like a slacker? (I'm not.)
Mark Anthony: This is really an issue of you communicating efficiency and value to the employer. The balance is a benefit to you, retaining workers and high productivity is the benefit to the employer. You need to make a plan that will communicate to the employer that he/she is getting the benefit that they need.
Danville, Va.: Just curious: How did you get into this field? What did you study to learn negotiation techniques? Can you talk a little about your background?
Mark Anthony: 20 years ago I established a publishing company while in college where I created licensing agreements with colleges coast to coast. That led to negotiating licensing agreements with major universities as well as local and national companies that wanted to create sponsorship agreements for the college market. Universities wanted a deal where they got everything and gave very little which was unacceptable for my company. By learning to communicate in a style that had them express their needs and concerns that allowed me to structure a deal that met their needs while protecting my interests. Essentially I started creating deals where everyone felt like they won. In every body wins deals -- led to many referrals and very long term agreements. Through teaching my staff and numerous female clients how to negotiate it became clear that women were often better suited to listen, problem solve and focus on both parties needs rather than just their own. Basically women were focused on everybody winning and men were focusing on a competition.
Arlington, Va.: What are your top three tips for job seekers on salary talks?
Mark Anthony:
1) Creating a plan that lifts your value and best attributes.
2) Think about what questions you can ask the employer to have them explain what will give them the most value and impact to the bottom line.
3) How can you specifically express and PROVE that you can solve that problem for them.
D.C.: Is it true that if you appear too confident, you could derail your negotiations? Similarly, I've heard that you should dress down or hide your car in the parking.
Mark Anthony: I would not agree with that. Cocky and confident are two different things. If you are creating tremendous value for the employer then you deserve the higher wage. Salary should be based on productivity not your personal problems, needs or situations. Give value get paid more, is how the employer usually sees it.
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