A key to negotiating well and getting results is commitment. Not everything you’ve listed as your top four will be things you ABSOLUTELY must have.







In the last session I made you a bet. I bet you that what you think you want from work, your most valued returns are not what you actually think they are. If you haven’t done so already please post your results on Facebook. Let me know if I won that bet or not. And I would love to know what your Top 4 are.

In today’s lesson we are going to continue to focus your returns. Now that you know what your Top 4 are we need to understand what are your must haves vs. your nice to haves.

A key to negotiating well and getting results is commitment. Not everything you’ve listed as your top four will be things you ABSOLUTELY must have. They may just be nice to haves. With your top four rewards, returns, and compensations listed, it’s time to sort out what you MUST have from what would be NICE to have. Knowing where that line lies will greatly impact your effectiveness in negotiations.

You must go into negotiations willing to go to the mat for things. That means finding what you would leave a job for if you don’t get it and drawing a clear line. Take your Top 4 or more Rewards and Returns from the workbook and ask yourself is this a MUST HAVE?  or a NICE TO HAVE?  If it helps, literally draw a line on a piece of paper. Above it put the things that are MUST have. Things that are non-negotiable. Below the line you can list the things that are NICE to have.

A lot of things seem like must haves until you ask yourself, would I leave this job if I don’t get the return? And you have to be honest with yourself. Would you really turn down a job offer or walk away from your current job if they can’t deliver what you’re saying is a MUST have. If not, then its really not a MUST have. It may just be a really strong NICE to have. And you should stick to your line. If you’re really non-negotiable on certain things, your employer (or future employer) will know from the way you position it.

ExampleSaturday’s off – you have family commitments that are more important to you than any job. So any job that would require regular work on Saturday is a no-go. Nothing can or should convince you otherwise if it’s a true must-have.

ExampleA set salary amount – you need $8,000 a month to support your family’s basic needs, anything short of that you are living off of savings or not making bills.

Be careful in defining your must-haves, this should be a narrow list as you can not blink when you make these a do-or-die negotiation. We’ll address the importance and power of this later, but suffice it now to limit yourself on what you define as must-haves. Again, your litmus test should be: would you walk away from this job if they can’t meet you on this item? If you wouldn’t then it’s not as important as you think it is.

Example: Your set salary amount from above may actually be $6,750 a month for the must have. So if they don’t mean your nice-to-have goal of $8,000/mo but come in at $7,300/mo – would you really walk away from that?

Anything not met on your must-have will be grounds to quit over and this will put you in a position of strength, but you can not cave. The second you show a willingness to get less you are showing it wasn’t a must have and that will erode or kill your credibility.

To be clear I am not promoting taking risks, bluffing, or playing chicken. Far from it, this is not a game of poker this is your career. When things are truly must haves the decision takes care of itself, if they are not then you will waffle and cave.

The goal of this lesson is to bring clarity to yourself on what really matters, this will help you negotiate better deals and know when to walk away.

Again, I would love to see your must haves, post them in the comments below and let people challenge you on them. Commitment is a key to negotiating and this lesson will get you rock solid on what you are willing to go to the mat to get.


Over 95% of people work for the wrong compensations. This lesson will help you identify the returns you really want from your job so you can negotiate for the returns that matter.


When negotiating, you need to know what things are nice to haves but you’d possibly work without and what you must have or you’ll walk away from the job. You'll identify those in this lesson.


Remove risk (without going behind your boss' back) from your negotiations with offers elsewhere that will give you your must-haves. If your employers can't deliver, you're still set up to get those returns.


One of the most common rookie negotiating mistakes: asking for too much. When you know what you really want and focus on just one or two things, you'll exponentially increase your odds succeeding.


The first and most crucial part of negotiating is learning how to pre-negotiate. It lays the foundation for you to receive the biggest returns from work which is what you'll learn in this lesson.


Successful negotiations happen when you prove you can take the initiative. Do this in your work every day and in your reviews. Employers will reward you and even help you. Stand out. Drive your reviews.


You were hired to do a specific job. Before trying to go the extra mile - do what you were hired to do. This lesson will help you deliver on your KPI's and how to go the extra mile when the time is right.


Before your employer can give you what you want/deserve, you need to deliver on the KPI's you were hired to do. Give before you get.  Learn to avoid mistakes to ensure you’re properly recognized..


Like chess, each of these lessons is like a chess piece that provides you the ability to put a strategy together. Now that you have learned how the pieces move, you're ready to put a strategy in place.

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