[ APPLAUSE ]
>>> SO, IF YOU HAVENT GOTTEN A RAISE IN TWO YEARS, YOU NEED TO
FIND A NEW JOB.
THATS WHAT THE HUGELY
SUCCESSFUL KEVIN OLEARY SAYS. HE IS ONE OF THE INVESTORS ON
"SHARK TANK."
"SHARK TANK."
AND HE STOPPED BY TO TELL US THIS AND OTHER SURPRISING US
THIS AND OTHER SURPRISING NEGOTIATING TACTICS.
NEGOTIATING TACTICS. WATCH.
WATCH.
IF YOU WANT A RAISE, A LOT OF
PEOPLE DONT HAVE THE CONFIDENCE
TO ASK FOR IT.
WHATS YOUR ADVICE TO THEM?
>> MY ADVICE IS ALWAYS THE SAME.
YOU HAVE TO RESEARCH WHAT OTHERS
ARE GETTING PAID FOR
COMMENSURATE WORK.
IF YOURE A MAN OR A WOMAN.
LUCKILY YOU CAN GO ONLINE AND SEE WHAT EVERYONE ELSE IS MAKING
IN YOUR SECTOR, IN YOUR JOB.
AND YOU HAVE TO GO IN WITH THE
CONFIDENCE YOU KNOW WHAT YOURE
WORTH.
>> HOW DO YOU DO THAT? >> YOU FIGURE OUT WHAT EVERYBODY
IS MAKING.
IS MAKING. IF YOURE SIGNIFICANTLY
UNDERPAID AND YOURE HITTING
MANDATES AND HITTING YOUR GOALS,
AND HAVE BEEN A GOOD EMPLOYEE, YOU SAY, HERES WHAT IM WORTH.,
YOU SAY, HERES WHAT IM WORTH. IVE DONE A FANTASTIC JOB FOR
YOU.
YOU.
I MADE SURE YOU HIT YOUR GOALS AS A MANAGER.OU HIT YOUR GOALS
AS A MANAGER. THATS MY JOB.
I WOULD LIKE TO GET COMPENSATED
LIKE EVERYBODY ELSE.
HERE IS MY NUMBER.
YOU HAVE TO BE SURE YOURE NOT
TOO GREEDY.
TOO GREEDY.
IF YOU KNOW THAT EVERYBODY ELSE IS MAKING $70,000 AND YOUREELSE
IS MAKING $70,000 AND YOURE MAKING $50,000, GO IN AT
$65,000, UNDERSTANDING YOULL BE
HAPPY.
IF YOU GET LESS THAN THAT, MAYBE
ITS THE SIGNAL THAT YOUR BOSS
IS TELLING YOU, THEY DONT WANT
TO KEEP YOU.
>> SOMETIMES YOU HAVE TO PAY
ATTENTION TO THE MESSAGES YOURE
GETTING.
>> THEY DONT HAVE TO PAY YOUR
SEVERANCE IF THEY DONT WANT YOU ANYMORE.E IF THEY DONT WANT YOU
ANYMORE.
MOST PEOPLE ARE WORTH WHAT THEY
DO.
IF YOURE SIGNIFICANTLY
UNDERPAID, ITS BECAUSE YOURE
UNDERPERFORMING.
>> WHAT ABOUT BONDING WITH YOUR
BOSS?
I WILL TELL YOU, AS A YOUNG WOMAN COMING UP THE RANKS, THE
MEN IN POWER WOULD GO OUT FOR
DRINKS WITH THE OTHER MEN.
AND I WOULD BE LEFT OVER HERE. I NEVER KNEW WHAT TO DO BECAUSE
YOU CANT BOND IN THE SAME WAY
THAT YOUR MALE COLLEAGUES DO ALL
THE TIME.
THE TIME.
>> I THINK THE WORLD HAS GONE INTO A PLACE WHERE SOCIALGONE
INTO A PLACE WHERE SOCIAL ACTIVITY AND BUSINESS ARE TWO
DIFFERENT THINGS.
DIFFERENT THINGS. MAYBE ITS GOOD THAT THIS
OCCURS.
OCCURS. WHEN YOU WORK FOR SOMEBODY, YOUR
JOB IS TO HIT YOUR GOALS AND
ACHIEVE YOUR MANDATE.
IF YOUR BOSS SAYS, I WANT YOU TO CUT COSTS BY 2% IN YOUR DIVISION
AND YOU DELIVER ON THAT, THATS
MORE IMPORTANT THAN GOING OUT
FOR DRINKS.
FOR DRINKS. HE OR SHE WANTS TO ACHIEVE THEIR
GOALS.
GOALS.
YOURE HELPING, YOURE PART OF THE TEAM.PING, YOURE PART OF
THE TEAM. I KNOW MANY MANAGERS TODAY, MANY
INVESTORS, MANY PEOPLE THAT ARE
BOSSES, THAT WILL NOT GO FOR A
DRINK WITH A SUBORDINATE.
>> MALE OR FEMALE.
>> AND THATS BECAUSE OF WHERE
WE GOT TO IN THE WORLD.
AND MAYBE THATS A GOOD THING.
>> I WROTE IN MY BOOK, I NEVER
LINED UP OUTSIDE OF THE BOSS
OFFICE.
OFFICE.
I STAYED IN MY OWN OFFICE AND
DID MY JOB AND OPPORTUNITY CAME
TO ME.
I WORKED AND I WORKED.
AND ULTIMATELY, MOST BOSSES ARE
CAPITALISTS WHO WANT TO MAKE MONEY OFF OF YOU.ANT TO MAKE
MONEY OFF OF YOU. IF YOU DONT WORK FOR SUCH A
PERSON, YOU NEED TO FIND ANOTHER
JOB.
JOB.
>> YOU FOCUS ON WHY YOURE THERE AND FIGURE OUT WHAT YOU HAVE TO
DO TODAY, TO MAKE MY BOSS LOOK
GOOD, YOU DONT HAVE TO BE IN
LOVE WITH PEOPLE TO WORK FOR
THEM.
THEM.
IN FACT, YOU DONT HAVE TO LIKE
THEM.
>> WHAT ABOUT THAT?
I KNOW YOU SAY, ITS FINE TO BE COLLEGIAL WITH PEOPLE.NE TO BE
COLLEGIAL WITH PEOPLE. BUT THE OFFICE IS NOT A DAY
CARE.
CARE.
AND ITS NOT A FRIENDSHIP DEN.
ITS A PLACE WHERE YOU GO TO
MAKE MONEY FOR YOUR EMPLOYER.
>> YOU DONT HAVE TO LIKE PEOPLE.DONT HAVE TO LIKE
PEOPLE.
YOU HAVE TO RESPECT THEM.
THEY DONT HAVE TO LIKE YOU BUT THEY HAVE TO RESPECT YOU.U BUT
THEY HAVE TO RESPECT YOU. YOURE GOING INTO THAT WORLD AND
BEING PAID.
BEING PAID. YOURE BEING COMPENSATED FOR
WHAT YOU DO.
NOT HOW FUNNY OR SOCIAL, THATS
IRRELEVANT.
IRRELEVANT.
AND A LOT OF PEOPLE ARE FIGURING
THAT OUT QUICKLY.
THE ONE THAT FOCUS AND WANT TO MOVE UP THE FEEDING CHAIN,T TO
MOVE UP THE FEEDING CHAIN, PARTICULARLY IN CHARGELARGE COMP
UNDERSTAND THAT PERFORMANCE IS
WHAT HAPPENS AND EVERYTHING ELSE
IS SECONDARY.
IS SECONDARY.
>> AND YOU SAY DRESS THE PART.
YOU DO THIS WITH HAIRCUTS. EXPLAIN THAT.ITH HAIRCUTS.
EXPLAIN THAT. >> I FEEL THAT WAY.
YOUNG MEN AND WOMEN, AND IN ALL
MY COMPANIES, I SAY IF AN
INVESTOR COMES IN OR WERE
TALKING ABOUT MONEY, I WANT A
SUIT AND A TIE ON.
I DONT CARE WHAT YOU DO AFTER
WORK.
WORK.
BUT I WANT YOU TO RESPECT OUR
INVESTORS, RESPECT OUR
CUSTOMERS, RESPECT OTHER
EMPLOYEES YOU WORK WITH AND I
WANT IT TO BE REFLECTED IN WHAT
YOU WEAR.
I DONT LIKE TO SEE AGGRESSIVE I CLOTHING ON A MAN OR A WOMAN. I
CLOTHING ON A MAN OR A WOMAN. >> WHATSIVE CLOTHING ON
A MAN.
A MAN. >> PEOPLE WANT TO HAVE THEIR OWN
FASHION FLARE.
FASHION FLARE. IF IT MAKES OTHER WORKERS FEEL
UNCOMFORTABLE, OR THE FEELING
THEY CANT KEEP UP WITH IT OR
CANT AFFORD CLOTHES LIKE THAT,
ITS VERY UNCOOL.
>> DO YOU GET THE SIDES DONE?
>> I DO.
>> I DO. PEOPLE SAY, WHY DONT YOU SHAVE
IT ALL OFF.
I DONT LIKE THE BOWLER BALL LOOK.T LIKE THE BOWLER BALL
LOOK.
>> THANK YOU FOR YOUR CANDOR. >> THANK YOU VERY MUCH.ANDOR.