Real Coffee with Scott Adams - Episode 1003 Scott Adams： Catch Up on News, How to Persuade Your Boss to Give You a Raise

00:00:00.240 Bum, bum, bum, bum, bum, bum, bum, bum, bum. 0.97

00:00:07.300 Hey everybody, come on in.

00:00:10.580 This will be one of the most valuable

00:00:13.340 No Coffees with Scott Adams that you've ever had.

00:00:18.840 Top three, perhaps?

00:00:22.520 Best, yeah, probably one of the top three.

00:00:25.980 And I don't mean to oversell it,

00:00:28.160 but today you're going to learn how to get a raise out of your stingy boss.

00:00:34.620 Skills that could be useful in a variety of places.

00:00:40.120 Dr. Hypno, well, you came to the right place.

00:00:44.760 I have the strangest bunch of viewers.

00:00:48.440 I love you all.

00:00:50.140 All right, let's talk about the news first.

00:00:52.000 Let me catch up with what's happened since the last time I saw you.

00:00:54.320 The president has indeed signed an executive order

00:00:59.200 telling his various organs of the government

00:01:02.660 to look into social media

00:01:05.180 and their alleged bias.

00:01:09.000 Find out what's going on there.

00:01:10.200 Because they're choking off democracy, is the argument.

00:01:15.100 Now, isn't that going to be interesting?

00:01:19.900 Because one wonders

00:01:21.200 what kind of investigative powers

00:01:23.500 the organs of the government will have.

00:01:27.180 What does that look like exactly?

00:01:29.760 What does it look like when the government

00:01:31.700 needs to look into your business

00:01:36.080 to find out if you've done anything

00:01:38.260 that would create bias?

00:01:41.120 How much can they ask about?

00:01:45.960 Can they look at all your code?

00:01:48.840 Can they look at your records?

00:01:50.300 Talk to all your employees?

00:01:51.480 What's that look like?

00:01:53.520 I have many questions.

00:01:56.020 But I guarantee this is going to be

00:01:57.920 a pretty big story for a while.

00:02:01.540 And I don't know exactly

00:02:02.980 how it's all going to shake out.

00:02:05.160 It seems to me

00:02:06.100 if the big social media companies

00:02:08.780 get designated as publishers

00:02:10.940 because they just can't help themselves

00:02:13.600 and they have to put a little editorial

00:02:16.220 or something on there.

00:02:18.080 If it turns out that's the way it goes,

00:02:19.980 then they end up getting sued.

00:02:24.360 And maybe they can afford it.

00:02:26.040 Maybe that's fine.

00:02:28.240 You know, maybe every time they

00:02:29.520 do something that's a little over the line,

00:02:32.740 maybe there's a lawsuit,

00:02:36.720 but it's not a big deal

00:02:37.680 given the size of the corporations.

00:02:41.020 So maybe that helps some people

00:02:43.880 who would be the beneficiaries.

00:02:46.620 But I don't know.

00:02:48.080 It doesn't seem like the best world, does it?

00:02:51.560 The best world would be

00:02:53.240 somehow everybody had freedom,

00:02:57.520 but at the same time

00:02:59.000 nobody was being bamboozled

00:03:00.520 by bad information.

00:03:01.640 And if anybody can figure out

00:03:03.600 how to do that,

00:03:05.000 well,

00:03:06.020 well, you should do that.

00:03:10.360 So we'll be watching that story.

00:03:12.380 All right.

00:03:12.700 So more news from the fake race war

00:03:15.060 that's raging in Minnesota.

00:03:18.000 I call it a fake race war 0.94

00:03:19.620 because it's the weirdest thing.

00:03:22.840 Typically to have a war,

00:03:25.020 you would need two sides.

00:03:28.460 But I don't know anybody

00:03:29.960 who's on the other side.

00:03:31.640 Of this latest police killing.

00:03:36.880 It's not like there's any white people 0.96

00:03:38.580 who are saying,

00:03:39.040 yeah, that looked good to me.

00:03:41.060 Have you heard even one person say that?

00:03:43.900 Not even one person.

00:03:45.660 So to imagine that this is a war,

00:03:48.720 sort of also imagine there are two sides.

00:03:51.780 And we're so far past that.

00:03:53.420 In fact,

00:03:54.380 we're so far past that,

00:03:56.800 that are you having the same feeling

00:03:59.040 that Black Lives Matter and Antifa

00:04:01.240 feel antiquated?

00:04:04.740 I was feeling that for the first time today.

00:04:08.160 Meaning they don't really feel like

00:04:10.560 a 2020 sort of thing,

00:04:12.480 do they?

00:04:12.820 It feels like something from a prior time.

00:04:18.160 Because the thing that's different is

00:04:20.020 100% of white people

00:04:22.160 looked at the video of this latest,

00:04:25.060 you know,

00:04:25.900 insanely,

00:04:27.120 you know,

00:04:28.400 I don't even know what to call it.

00:04:29.660 It was just so bad.

00:04:30.460 the video.

00:04:32.920 And I'll have,

00:04:33.520 everybody had the same opinion.

00:04:35.740 Now,

00:04:36.600 here's the interesting part.

00:04:39.640 The very interesting part.

00:04:42.000 So the,

00:04:42.760 so President Trump

00:04:44.420 got the Justice Department

00:04:46.120 and Attorney General Barr

00:04:47.880 to send the feds in

00:04:50.260 to look into this

00:04:51.180 just to make really,

00:04:53.500 really sure

00:04:54.000 that justice is done here.

00:04:56.380 Because the whole country is watching.

00:04:58.160 And so from a political perspective,

00:05:01.820 that was pretty smart.

00:05:03.660 I assume most presidents

00:05:06.060 would have done the same.

00:05:07.580 I don't know.

00:05:08.520 Feels like they would have.

00:05:10.020 But just the fact that

00:05:11.060 President Trump

00:05:12.420 is the one who happens to be president,

00:05:15.180 and he did what I think

00:05:16.620 a lot of people would assume

00:05:17.740 is the right thing.

00:05:19.120 I don't even know

00:05:19.860 if there's any counterargument to it,

00:05:21.280 really.

00:05:22.360 And,

00:05:23.760 and,

00:05:25.140 so I think this ends up

00:05:28.140 working in the president's favor

00:05:30.000 in a weird way.

00:05:32.140 Because the president

00:05:33.280 unambiguously

00:05:34.520 took the side of the protesters.

00:05:36.880 And guess what?

00:05:38.160 We were all the protesters this time.

00:05:41.100 I,

00:05:41.300 I mean,

00:05:41.840 I sat here at home

00:05:42.900 comfortably in my

00:05:45.200 social isolation.

00:05:47.640 But there's nobody

00:05:48.780 who looked at this

00:05:49.560 and said,

00:05:50.020 that looks okay to me.

00:05:51.320 Let's,

00:05:51.680 let's just go

00:05:52.520 business as usual.

00:05:54.040 people.

00:05:56.100 So,

00:05:56.720 I think this is

00:05:57.480 going to turn into,

00:05:59.000 weirdly,

00:06:00.060 maybe a minor win

00:06:01.520 for the president

00:06:02.400 just because he acted

00:06:04.440 decisively

00:06:05.140 in the way

00:06:05.640 that everybody wanted.

00:06:07.140 Now,

00:06:07.680 the looters,

00:06:08.300 of course,

00:06:08.660 I think have nothing

00:06:09.600 to do with race.

00:06:10.840 That has everything

00:06:11.580 to do with televisions

00:06:12.700 and summer

00:06:13.360 and being cooped up

00:06:15.080 for the,

00:06:15.920 you know,

00:06:16.260 social isolation

00:06:17.240 opportunity,

00:06:19.380 people following

00:06:21.220 the herd,

00:06:22.780 you know,

00:06:23.300 a few bad apples,

00:06:25.020 I guess,

00:06:25.500 or more than

00:06:26.160 a few bad apples.

00:06:27.860 So,

00:06:28.480 I wouldn't say

00:06:29.020 any of that

00:06:29.540 had to do with race.

00:06:30.400 That had more to do

00:06:30.920 with merchandise,

00:06:31.740 I think.

00:06:33.540 But,

00:06:34.180 I had a great idea

00:06:35.140 for the Target stores.

00:06:38.500 I think Target

00:06:39.580 should go in

00:06:40.360 maybe today

00:06:41.240 and see

00:06:42.600 what's still

00:06:43.320 left in the store

00:06:44.380 because whatever

00:06:46.580 is still left

00:06:47.280 in Target

00:06:47.820 is stuff

00:06:49.300 that nobody

00:06:50.020 even wanted

00:06:50.620 to steal.

00:06:52.480 I think Target

00:06:53.220 needs to know that

00:06:54.180 to maybe

00:06:55.800 adjust their

00:06:57.580 offerings.

00:06:59.180 So,

00:06:59.440 there could be

00:06:59.840 something good

00:07:00.360 that comes out of it.

00:07:01.200 Whatever is still

00:07:01.780 laying there

00:07:02.280 on the floor,

00:07:03.640 you don't need

00:07:04.160 to reorder that.

00:07:08.440 I'm also wondering,

00:07:10.600 because I like

00:07:11.440 to put the best

00:07:12.320 spin on everything,

00:07:14.080 so here's the best

00:07:15.020 possible spin.

00:07:16.040 when you saw

00:07:18.060 the Target store

00:07:19.360 stuff,

00:07:19.800 didn't you say

00:07:20.220 to yourself,

00:07:21.280 civilization is

00:07:22.660 breaking down.

00:07:24.240 There's always

00:07:24.840 that temptation,

00:07:26.040 it's going to be

00:07:26.800 more like this.

00:07:28.400 It's going to be

00:07:29.000 one of these

00:07:29.660 after another.

00:07:31.140 But,

00:07:31.580 I've got a

00:07:32.880 contrarian opinion.

00:07:35.040 There were so

00:07:35.860 many cameras there,

00:07:37.780 this might be

00:07:38.540 the last one

00:07:39.360 of these.

00:07:40.720 I have a feeling

00:07:42.420 there were so

00:07:43.800 many cameras,

00:07:44.520 not just the

00:07:45.620 security cameras,

00:07:46.740 but personal

00:07:47.380 cameras,

00:07:48.440 viral videos,

00:07:49.740 YouTube,

00:07:50.900 and you can see

00:07:51.860 the people

00:07:52.280 pretty clearly.

00:07:54.000 I've got a

00:07:54.780 feeling that

00:07:56.040 this will turn

00:07:56.680 into maybe

00:07:57.620 the last time

00:07:58.600 anybody does it.

00:07:59.840 Because the next

00:08:00.520 time,

00:08:00.880 everybody's going

00:08:01.480 to say,

00:08:02.340 how'd that work

00:08:03.280 out the last

00:08:03.900 time?

00:08:05.480 And I don't

00:08:06.460 know if it's

00:08:06.900 going to work

00:08:07.240 out too well

00:08:07.760 for people.

00:08:08.360 We'll see.

00:08:08.840 here's the

00:08:17.100 interesting part.

00:08:18.680 So the

00:08:19.160 federal guy,

00:08:20.400 I forget

00:08:21.040 what he is,

00:08:21.600 prosecutor,

00:08:22.540 investigator,

00:08:23.340 whatever he is,

00:08:24.640 was saying

00:08:25.180 that there's

00:08:25.740 exculpatory

00:08:26.740 evidence

00:08:30.180 that hasn't

00:08:31.500 been introduced

00:08:32.440 to the public

00:08:33.180 yet.

00:08:33.480 So I'll

00:08:36.560 tell you,

00:08:37.420 there is

00:08:38.140 nothing more

00:08:39.000 mind-bending

00:08:40.000 than watching

00:08:41.100 good lawyers

00:08:42.100 work on a

00:08:43.280 case that

00:08:44.380 you think is

00:08:45.080 open and

00:08:45.840 shut.

00:08:46.840 To watch

00:08:47.780 them craft

00:08:48.680 a new

00:08:49.400 reality

00:08:50.840 that's as

00:08:52.600 convincing as

00:08:53.400 the one that

00:08:53.900 you were

00:08:54.200 absolutely

00:08:54.680 positive was

00:08:55.480 true,

00:08:56.440 and it's

00:08:57.300 already

00:08:57.620 beginning.

00:08:58.080 Now,

00:09:01.140 the federal

00:09:02.200 guy, of

00:09:02.780 course, is

00:09:03.520 not coming

00:09:04.020 in with an

00:09:04.560 agenda,

00:09:06.060 but he

00:09:06.560 sort of

00:09:06.960 told us

00:09:07.400 the cats

00:09:08.860 on the

00:09:09.240 roof,

00:09:10.420 that little

00:09:11.300 hint that

00:09:12.540 there might

00:09:12.880 be something

00:09:13.400 down the

00:09:13.900 road that

00:09:14.840 you're not

00:09:15.140 so happy

00:09:15.620 about.

00:09:16.900 Because when

00:09:17.640 he said

00:09:18.060 there's some

00:09:18.680 exculpatory

00:09:19.620 evidence,

00:09:21.720 didn't you

00:09:22.220 say to

00:09:22.520 yourself,

00:09:23.660 like,

00:09:26.980 for example,

00:09:28.080 what would

00:09:29.940 that be?

00:09:31.300 But I would

00:09:31.840 point out to

00:09:32.460 you that

00:09:32.820 unless you've

00:09:33.480 seen something

00:09:34.280 I haven't

00:09:34.840 seen, we

00:09:36.200 have video

00:09:36.860 of before

00:09:38.240 the incident,

00:09:39.460 you know,

00:09:39.640 the actual

00:09:40.080 cause of

00:09:41.820 death, we

00:09:42.180 have video

00:09:42.580 from before

00:09:43.140 that, but

00:09:44.100 not immediately

00:09:45.000 before it.

00:09:46.900 Meaning that

00:09:47.720 there's a gap

00:09:48.420 in the video

00:09:49.080 evidence that

00:09:49.860 the public

00:09:50.300 has seen.

00:09:51.240 But I

00:09:51.760 would guess

00:09:52.380 that by now

00:09:53.520 the law

00:09:54.700 enforcement has

00:09:55.380 seen video

00:09:56.000 from every

00:09:56.500 angle, from

00:09:57.640 every minute,

00:09:58.500 in all

00:09:58.980 likelihood.

00:10:00.000 So it

00:10:00.440 could be

00:10:00.940 that there's

00:10:02.820 something that

00:10:03.460 would allow

00:10:04.060 the police

00:10:05.820 to make an

00:10:06.520 argument.

00:10:07.680 This is not

00:10:08.280 me talking,

00:10:09.860 so don't

00:10:10.720 jump on me,

00:10:11.780 okay?

00:10:12.280 This is not

00:10:12.920 me.

00:10:13.580 I'm just

00:10:14.080 saying that

00:10:14.620 there's always

00:10:15.040 going to be

00:10:15.360 two sides

00:10:15.960 in any of

00:10:16.320 these court

00:10:16.700 cases.

00:10:17.760 And if

00:10:18.340 there's

00:10:18.660 anything in

00:10:20.040 the missing

00:10:20.540 video that

00:10:22.640 could be

00:10:23.020 interpreted as

00:10:24.060 resisting

00:10:24.580 arrest,

00:10:25.180 then it's

00:10:27.360 a jump

00:10:27.720 ball.

00:10:28.560 It's a

00:10:29.180 jump

00:10:29.400 ball.

00:10:30.360 Because there's

00:10:31.400 no question

00:10:32.000 that what

00:10:32.600 the officer

00:10:33.080 did was

00:10:34.700 the wrong

00:10:35.160 thing and

00:10:35.780 it caused

00:10:36.220 death and

00:10:37.020 we could

00:10:37.920 all agree

00:10:38.320 that that

00:10:38.700 shouldn't

00:10:38.920 have

00:10:39.040 happened

00:10:39.400 and we

00:10:41.940 can't even

00:10:42.300 explain it.

00:10:43.820 But if

00:10:45.740 the defense

00:10:46.660 is incompetence, 0.56

00:10:49.120 it's not

00:10:52.920 that hard

00:10:53.700 to get at

00:10:54.260 least one

00:10:54.800 jurist to

00:10:56.180 believe that

00:10:56.820 you're an 1.00

00:10:57.180 idiot, 1.00

00:10:57.980 is it? 1.00

00:10:59.320 How hard

00:11:00.100 is it to

00:11:00.520 convince somebody

00:11:01.240 that you're

00:11:01.660 not a

00:11:02.160 racist, 0.77

00:11:02.820 you're

00:11:03.160 actually just 1.00

00:11:03.640 dumb? 1.00

00:11:04.980 And you 1.00

00:11:05.540 did something

00:11:06.920 that anybody

00:11:08.840 who was

00:11:09.280 observing would

00:11:10.000 have thought

00:11:10.300 was a

00:11:10.640 terrible idea,

00:11:11.960 but you

00:11:12.840 didn't.

00:11:13.720 You were 1.00

00:11:14.160 just dumb. 1.00

00:11:16.400 Now you 1.00

00:11:16.940 say to

00:11:17.200 yourself,

00:11:17.900 wait a

00:11:18.220 minute, 1.00

00:11:18.340 being dumb, 1.00

00:11:19.980 that can't 1.00

00:11:20.560 be an

00:11:22.200 excuse, 0.89

00:11:23.260 can it?

00:11:24.840 Why can't

00:11:25.560 it be?

00:11:27.060 Why can't

00:11:27.720 it be?

00:11:28.200 I think it

00:11:28.720 would still

00:11:29.080 be some

00:11:29.840 kind of a

00:11:30.320 crime,

00:11:30.740 I'm not a

00:11:31.100 lawyer,

00:11:31.640 but you

00:11:32.060 could certainly

00:11:32.500 take out the

00:11:33.120 intention part

00:11:33.900 of it.

00:11:35.140 I mean,

00:11:35.800 you don't

00:11:36.220 think that

00:11:36.660 they would

00:11:37.000 be able to

00:11:37.360 mount a

00:11:37.800 defense that

00:11:39.620 took out

00:11:40.040 the intention?

00:11:41.360 I think

00:11:41.940 they could.

00:11:43.440 So I

00:11:44.920 think that

00:11:45.440 at most

00:11:46.200 it's going

00:11:46.740 to look

00:11:47.040 like an

00:11:48.220 accident,

00:11:49.420 an accident

00:11:50.020 that they

00:11:50.520 should have

00:11:50.900 known to

00:11:51.280 avoid and

00:11:51.920 therefore they

00:11:53.040 would have

00:11:53.280 some

00:11:53.480 responsibility.

00:11:54.400 I don't

00:11:54.520 know what

00:11:54.720 that would

00:11:54.940 look like.

00:11:56.320 But you

00:11:57.000 could easily

00:11:57.700 imagine them

00:11:58.340 saying,

00:11:58.880 you know,

00:11:59.580 honestly,

00:12:00.120 I had a

00:12:01.260 bad day,

00:12:01.760 I was 1.00

00:12:01.980 stupid, 1.00

00:12:03.160 wasn't 1.00

00:12:03.560 thinking,

00:12:04.940 it's just 1.00

00:12:05.840 stupid. 1.00

00:12:06.860 It didn't 1.00

00:12:07.940 help me.

00:12:10.920 I guess

00:12:11.680 manslaughter

00:12:12.220 would be the

00:12:12.640 right term

00:12:13.000 for it.

00:12:13.360 but imagine

00:12:15.380 you had to

00:12:15.980 be that

00:12:16.540 officer and

00:12:17.220 you were

00:12:17.480 arguing the

00:12:18.100 case.

00:12:19.080 How hard

00:12:19.840 would it be

00:12:20.280 to argue

00:12:20.820 that,

00:12:22.400 honestly,

00:12:22.780 I'm just 1.00

00:12:23.060 an idiot. 1.00

00:12:24.320 I mean, 1.00

00:12:24.680 I really

00:12:25.080 didn't realize

00:12:25.760 what I was

00:12:26.120 doing.

00:12:26.500 I guess

00:12:26.820 I thought

00:12:28.140 I had my

00:12:29.160 knee somewhere

00:12:29.940 else.

00:12:30.840 I thought he

00:12:31.420 was complaining

00:12:32.100 like everybody

00:12:32.820 complains.

00:12:34.100 And the next

00:12:34.860 thing you know,

00:12:36.660 are you going

00:12:37.160 to convince

00:12:37.600 12 jurists

00:12:39.000 that that

00:12:40.660 guy's not 1.00

00:12:41.360 an idiot? 1.00

00:12:44.340 I don't 1.00

00:12:44.940 know.

00:12:45.680 So,

00:12:46.400 if you have

00:12:47.000 to look

00:12:47.320 down the,

00:12:48.560 you know,

00:12:48.900 into the

00:12:49.440 future,

00:12:50.460 I no longer

00:12:51.920 would say

00:12:52.380 it's a

00:12:52.700 slam dunk,

00:12:54.840 but it

00:12:55.560 looked the

00:12:55.920 same,

00:12:56.420 it looked

00:12:57.120 the same

00:12:57.440 to me

00:12:57.800 as it

00:12:58.100 did to

00:12:58.520 most of

00:12:59.300 you,

00:12:59.480 I assume.

00:13:01.540 It just,

00:13:02.180 it looked

00:13:02.540 like the

00:13:02.940 worst possible

00:13:03.780 thing that

00:13:04.300 could ever

00:13:04.860 look like

00:13:05.240 anything.

00:13:06.360 But there

00:13:07.000 is some

00:13:07.300 good news.

00:13:09.000 I don't

00:13:09.700 know if

00:13:09.880 you saw

00:13:10.220 it,

00:13:10.400 but Madonna

00:13:11.240 is trending.

00:13:12.880 She just 0.65

00:13:13.460 tweeted,

00:13:14.480 she tweeted

00:13:15.480 in honor

00:13:17.080 and to

00:13:17.780 pay tribute

00:13:18.400 to acts

00:13:19.680 of racism

00:13:20.260 and discrimination.

00:13:22.760 Now,

00:13:23.460 does it

00:13:24.040 sound like

00:13:24.540 I misread

00:13:26.460 that?

00:13:27.880 Let me

00:13:28.240 read it

00:13:28.540 again,

00:13:29.020 and let

00:13:29.500 me ask

00:13:29.840 you if

00:13:30.080 you think

00:13:30.420 I misread

00:13:30.980 it.

00:13:32.280 The

00:13:32.440 Madonna

00:13:32.880 tweeted

00:13:33.700 to honor

00:13:36.520 and,

00:13:37.580 well,

00:13:37.700 her son

00:13:38.060 did a

00:13:38.380 dance,

00:13:38.800 and that

00:13:39.120 was the

00:13:39.520 purpose

00:13:39.940 of the

00:13:40.220 tweet.

00:13:41.060 So her

00:13:41.320 son did

00:13:41.620 dance,

00:13:42.060 apparently

00:13:42.300 he's pretty

00:13:42.960 good at

00:13:43.260 dancing,

00:13:44.280 and she

00:13:46.160 said it

00:13:46.500 was to

00:13:46.840 honor and

00:13:47.440 pay tribute

00:13:48.040 to acts

00:13:49.080 of racism

00:13:49.660 and discrimination.

00:13:52.160 Now,

00:13:53.080 she actually

00:13:53.580 did say

00:13:54.120 that,

00:13:55.160 but I

00:13:55.560 don't think

00:13:55.960 she meant

00:13:56.440 that.

00:13:57.540 She did

00:13:58.020 say it,

00:13:59.240 but I

00:13:59.680 don't think

00:14:00.040 she meant

00:14:00.400 it.

00:14:01.300 Here's what

00:14:02.040 I think

00:14:02.560 she meant,

00:14:03.200 because there's

00:14:03.760 a part I

00:14:04.180 cleverly

00:14:04.720 left down.

00:14:06.160 So it's

00:14:06.680 a sentence

00:14:07.780 that has

00:14:08.320 a little

00:14:08.700 more

00:14:09.120 complexity

00:14:09.640 to it.

00:14:10.640 So she's

00:14:11.140 saying that

00:14:11.600 her son

00:14:11.980 is dancing

00:14:12.440 to honor

00:14:13.100 and pay

00:14:13.480 tribute

00:14:13.960 to George,

00:14:15.480 the gentleman

00:14:17.000 who died,

00:14:17.900 and his

00:14:18.340 family,

00:14:19.180 and all

00:14:19.720 acts of

00:14:20.140 racism and

00:14:20.840 discrimination.

00:14:22.580 And I'm

00:14:22.940 thinking,

00:14:23.480 those are

00:14:23.980 not really

00:14:24.440 a list.

00:14:26.060 George,

00:14:26.600 his family,

00:14:27.740 acts of

00:14:28.240 racism and

00:14:28.980 discrimination

00:14:29.620 are not

00:14:30.060 really,

00:14:30.600 those are

00:14:31.380 not the

00:14:31.720 same things.

00:14:32.740 Those don't

00:14:33.320 belong in

00:14:33.760 the list.

00:14:35.220 So the

00:14:35.680 modifiers that

00:14:36.660 they're honoring

00:14:37.220 and paying

00:14:37.680 tribute to

00:14:38.380 all the

00:14:38.740 things on

00:14:39.140 that list,

00:14:40.040 well,

00:14:40.360 I'm just

00:14:40.660 saying that

00:14:41.020 Madonna,

00:14:41.480 you should

00:14:41.720 have thought

00:14:42.060 it through

00:14:43.120 a little

00:14:43.400 bit.

00:14:44.020 On the

00:14:44.540 plus side,

00:14:45.580 her son

00:14:45.940 dances really

00:14:46.540 well.

00:14:47.380 So,

00:14:49.200 are you

00:14:49.920 ready for

00:14:51.440 a micro

00:14:52.040 lesson on

00:14:54.080 how to

00:14:54.700 get a

00:14:54.900 raise?

00:14:56.000 I think

00:14:56.660 you are.

00:14:57.040 So now

00:15:00.240 we begin

00:15:00.700 our lesson

00:15:01.380 on how

00:15:03.580 to get

00:15:03.800 a raise.

00:15:05.320 First,

00:15:06.480 let me tell

00:15:07.220 you about

00:15:07.600 one of

00:15:08.440 many career

00:15:09.180 strategies

00:15:09.780 you might

00:15:10.520 choose.

00:15:11.500 Now,

00:15:12.120 everybody's

00:15:12.680 different,

00:15:13.320 every situation

00:15:14.160 is unique,

00:15:15.180 but here's

00:15:15.840 just an

00:15:16.280 example of

00:15:17.360 a good

00:15:17.740 career path

00:15:18.800 that would

00:15:19.800 be both

00:15:20.260 rewarding in

00:15:21.280 terms of

00:15:21.860 having meaning

00:15:22.720 and likely,

00:15:24.480 statistically likely,

00:15:25.680 to work out

00:15:26.240 for you.

00:15:27.040 Which is

00:15:27.540 that when

00:15:27.820 you're young,

00:15:28.380 you work

00:15:28.700 for a

00:15:29.000 boss,

00:15:29.720 and you

00:15:30.000 work for

00:15:30.340 a salary,

00:15:31.280 but you

00:15:31.840 don't really

00:15:32.340 work for

00:15:33.260 money.

00:15:34.300 You work

00:15:35.000 to pay the

00:15:36.760 bills and

00:15:37.420 to survive

00:15:38.200 while you're

00:15:39.420 building your

00:15:40.040 talent stack.

00:15:41.360 So the

00:15:41.620 idea of

00:15:42.240 your first

00:15:42.740 job,

00:15:43.320 if you do

00:15:43.820 it right,

00:15:44.620 the idea

00:15:45.180 is to

00:15:45.980 figure out

00:15:46.680 how to

00:15:47.140 get a

00:15:47.360 job that

00:15:48.380 teaches you

00:15:49.260 the most

00:15:49.700 valuable

00:15:50.260 sets of

00:15:51.140 skills.

00:15:52.020 If you

00:15:52.560 can only

00:15:52.920 get one

00:15:53.520 skill

00:15:54.000 out of

00:15:54.380 the job

00:15:54.780 you're in,

00:15:55.760 consider

00:15:56.180 changing

00:15:56.660 jobs or

00:15:58.060 consider

00:15:59.500 learning

00:15:59.860 things on

00:16:00.780 your own.

00:16:01.760 But you

00:16:02.060 should always,

00:16:02.820 if you're

00:16:03.080 working for

00:16:03.580 a salary,

00:16:04.680 you should

00:16:04.980 always also

00:16:06.120 be adding

00:16:07.100 to your

00:16:07.520 skill set.

00:16:10.600 Once you

00:16:11.160 have your

00:16:11.460 skills,

00:16:11.940 that gives

00:16:12.180 you lots

00:16:12.520 of options

00:16:12.980 to work

00:16:13.360 for yourself.

00:16:14.600 Working for

00:16:15.040 yourself is

00:16:15.600 a much

00:16:15.880 better life.

00:16:17.480 And then

00:16:17.800 if you do

00:16:18.140 that right

00:16:18.680 and everything

00:16:19.500 works out,

00:16:20.320 then you can

00:16:20.660 start working

00:16:21.280 for the

00:16:21.740 benefit of

00:16:22.500 others.

00:16:23.720 So this

00:16:24.060 would be

00:16:24.480 an example

00:16:25.080 of a

00:16:25.580 rewarding

00:16:26.120 life that

00:16:27.520 you would

00:16:27.820 feel meaning

00:16:28.500 at every

00:16:29.120 step.

00:16:29.940 This first

00:16:30.560 step feels

00:16:31.300 like it's

00:16:31.740 devoid of

00:16:32.380 meaning.

00:16:32.840 You're just

00:16:33.120 working for

00:16:33.540 a salary.

00:16:34.580 You're an

00:16:34.940 hourly worker

00:16:35.820 with a

00:16:36.300 boss.

00:16:37.060 Maybe you

00:16:37.480 have a

00:16:37.700 cubicle,

00:16:38.280 maybe you

00:16:38.640 don't,

00:16:39.340 but you're

00:16:39.740 sort of a

00:16:40.180 drone.

00:16:41.060 The way to

00:16:41.680 give meaning

00:16:42.240 to that is

00:16:43.740 to make sure

00:16:44.220 that you're

00:16:44.600 learning at

00:16:45.160 the same

00:16:45.540 time.

00:16:46.320 It's almost

00:16:46.900 impossible to

00:16:47.960 be learning

00:16:48.660 useful

00:16:49.660 things and

00:16:50.760 also not

00:16:51.360 have a

00:16:51.680 feeling of

00:16:52.480 meaning in

00:16:53.000 your life.

00:16:53.520 It's almost

00:16:54.060 automatic because

00:16:55.300 you can feel

00:16:55.800 yourself on

00:16:56.360 this path and

00:16:57.260 that will

00:16:57.580 always feel

00:16:58.200 right.

00:16:59.600 Now let's

00:17:00.200 say you've

00:17:00.860 got yourself

00:17:02.380 a job and

00:17:03.280 you want to

00:17:03.660 get a raise.

00:17:07.220 I put

00:17:08.060 together some

00:17:08.660 of my

00:17:09.180 best and

00:17:11.280 or least

00:17:12.060 obvious

00:17:12.500 suggestions.

00:17:14.240 Now

00:17:14.440 there's

00:17:15.500 probably a

00:17:16.340 set of

00:17:16.640 obvious stuff

00:17:17.380 that you

00:17:17.640 should do

00:17:18.020 that I'll

00:17:18.740 just leave

00:17:19.140 out because

00:17:19.600 they're

00:17:19.760 obvious.

00:17:20.440 But I

00:17:20.620 thought I'd

00:17:20.980 break it

00:17:21.300 down this

00:17:21.680 way.

00:17:24.420 Your

00:17:24.860 negotiation

00:17:25.540 for a

00:17:26.220 raise does

00:17:27.260 not start

00:17:28.100 the moment

00:17:28.840 you're talking

00:17:29.400 to your

00:17:29.760 boss and

00:17:30.440 saying,

00:17:31.180 can I

00:17:31.840 have a

00:17:32.160 raise?

00:17:32.840 If you

00:17:33.520 wait until

00:17:34.060 then,

00:17:34.680 you've

00:17:35.080 waited too

00:17:35.580 long,

00:17:35.980 you've

00:17:36.120 done it

00:17:36.400 all wrong.

00:17:37.520 You've

00:17:37.840 got to

00:17:38.100 start laying

00:17:39.160 the ground

00:17:39.720 work all

00:17:40.940 the time.

00:17:42.120 So your

00:17:42.440 job is

00:17:43.300 either to

00:17:43.720 get a

00:17:43.940 better job

00:17:44.600 or to

00:17:45.920 get a

00:17:46.160 raise and

00:17:47.480 promotion.

00:17:48.880 So you

00:17:49.440 should think

00:17:49.880 of your

00:17:50.180 job as

00:17:51.060 getting a

00:17:51.460 better job

00:17:52.120 either within

00:17:52.940 the company

00:17:53.460 or somewhere

00:17:54.040 else.

00:17:54.920 That's a

00:17:55.300 good mindset

00:17:55.880 because then

00:17:56.460 you're just

00:17:56.800 always looking

00:17:57.280 for the

00:17:57.580 next opportunity

00:17:58.460 be it

00:17:59.480 within the

00:18:00.240 company or

00:18:01.060 without.

00:18:01.960 So here

00:18:02.460 are some

00:18:02.700 of the

00:18:02.840 things you

00:18:03.220 should do

00:18:03.760 in your

00:18:04.460 job to

00:18:06.740 set the

00:18:07.280 stage.

00:18:08.900 Exaggerate

00:18:09.500 your value.

00:18:11.420 Do you

00:18:12.100 think I'm

00:18:12.500 kidding?

00:18:13.180 Not even a

00:18:14.000 little bit.

00:18:14.540 If you

00:18:15.560 don't

00:18:15.880 exaggerate

00:18:16.720 your value

00:18:17.420 you will

00:18:18.420 be at a

00:18:19.300 disadvantage

00:18:19.820 to your

00:18:20.520 co-workers

00:18:21.040 who will

00:18:21.620 because it's

00:18:23.000 pretty common

00:18:23.960 for people

00:18:24.920 to exaggerate

00:18:25.880 their value.

00:18:27.000 And of

00:18:27.160 course the

00:18:27.480 way you

00:18:27.820 do that

00:18:28.260 is to

00:18:28.580 talk about

00:18:29.060 how you've

00:18:29.520 worked all

00:18:29.980 night,

00:18:30.420 you've

00:18:30.620 worked all

00:18:30.960 weekend,

00:18:31.800 you solved

00:18:32.340 the problem

00:18:32.900 that nobody

00:18:33.400 could solve,

00:18:34.180 there's the

00:18:34.460 three task

00:18:35.840 forces you're

00:18:36.520 on, you're

00:18:37.340 working so

00:18:37.940 hard and

00:18:38.500 you're doing

00:18:39.580 things that

00:18:40.080 nobody could

00:18:40.620 have done

00:18:40.940 before and

00:18:41.620 saving

00:18:42.020 thousands of

00:18:42.820 dollars,

00:18:43.220 if not

00:18:43.540 millions.

00:18:44.540 And you

00:18:45.140 just sort

00:18:46.620 of keep

00:18:47.200 drip,

00:18:48.560 drip,

00:18:49.000 drip,

00:18:49.700 you tell

00:18:50.280 your co-workers

00:18:51.100 and you

00:18:52.340 tell your

00:18:52.680 boss in

00:18:53.880 every way

00:18:54.460 you can,

00:18:55.320 in every

00:18:55.900 opportunity

00:18:56.440 you have,

00:18:57.740 but make

00:18:58.140 it look

00:18:58.440 natural.

00:18:59.620 Just make

00:19:00.120 it look

00:19:00.380 like

00:19:00.560 conversation.

00:19:01.820 It's the

00:19:02.420 most common

00:19:03.180 way that

00:19:04.420 employees

00:19:04.960 seed the

00:19:06.240 environment

00:19:06.760 with some

00:19:07.980 notion of

00:19:08.680 their value.

00:19:10.100 Because the

00:19:10.560 truth is most

00:19:11.280 people can't 0.97

00:19:11.880 watch you

00:19:12.320 work.

00:19:12.680 most jobs

00:19:14.920 are done

00:19:15.360 in semi-isolation.

00:19:17.740 The boss

00:19:18.120 isn't watching

00:19:18.880 you work

00:19:19.440 most of

00:19:19.860 the time.

00:19:20.900 So the

00:19:21.920 only thing

00:19:22.340 they know

00:19:22.720 about you,

00:19:23.320 unless you

00:19:23.960 make big

00:19:24.420 mistakes,

00:19:25.180 then they

00:19:25.480 know that.

00:19:26.260 Usually the

00:19:26.880 only thing

00:19:27.200 they know

00:19:27.500 about you

00:19:27.880 is big

00:19:28.260 accomplishments,

00:19:29.200 which are

00:19:29.640 rare,

00:19:30.620 and what

00:19:30.980 they directly

00:19:31.620 see,

00:19:32.580 and then

00:19:32.920 what you

00:19:33.200 tell them.

00:19:34.140 So you

00:19:34.700 want to

00:19:34.980 start working

00:19:35.720 on them,

00:19:36.300 telling them

00:19:36.900 you're valuable,

00:19:38.360 that you're

00:19:38.880 doing things,

00:19:39.680 you're accomplishing

00:19:40.420 things.

00:19:43.440 Of course,

00:19:44.440 I'm going to

00:19:45.020 skip down to 0.97

00:19:45.640 backstabbing your

00:19:46.720 co-workers.

00:19:48.180 Now I say that

00:19:48.940 in a funny way,

00:19:50.160 but the more

00:19:51.360 persuasion language

00:19:53.120 way to say that

00:19:54.000 is you want to

00:19:54.840 set up a

00:19:55.300 contrast.

00:19:56.740 If you're

00:19:57.940 going to make

00:19:58.280 the case that

00:19:59.000 you're the

00:19:59.360 valuable person

00:20:00.300 in your part

00:20:02.420 of the company,

00:20:03.800 it's also

00:20:04.660 sometimes helpful

00:20:05.700 to make the

00:20:06.260 case that

00:20:06.860 the other

00:20:07.240 people are

00:20:07.760 a little bit

00:20:08.240 less valuable.

00:20:09.020 Now,

00:20:10.380 you might

00:20:10.860 say to

00:20:11.200 yourself,

00:20:11.860 Scott,

00:20:12.480 is that

00:20:13.220 ethical?

00:20:14.320 I would

00:20:14.940 say no.

00:20:16.740 I'd say no.

00:20:17.860 But I'm

00:20:18.260 giving you a

00:20:18.700 lesson on

00:20:19.120 persuasion.

00:20:20.220 And,

00:20:20.600 you know,

00:20:21.440 there may be

00:20:21.880 situations where

00:20:22.800 you are,

00:20:23.500 in fact,

00:20:24.360 better than

00:20:25.060 the other

00:20:25.360 people in

00:20:25.820 your department.

00:20:26.800 If that's

00:20:27.640 true,

00:20:28.760 and it

00:20:29.180 would help

00:20:29.660 you to

00:20:30.320 tell your

00:20:30.720 boss,

00:20:31.180 you know,

00:20:32.580 Wally,

00:20:33.920 not so

00:20:34.560 good.

00:20:36.480 Dilbert,

00:20:37.920 not having

00:20:38.660 a good

00:20:38.960 year.

00:20:40.740 Me,

00:20:41.280 I'm 1.00

00:20:41.580 killing it. 1.00

00:20:42.920 It wouldn't 0.99

00:20:43.720 kill you 0.70

00:20:44.480 to let it 1.00

00:20:45.380 be known

00:20:45.860 that you're

00:20:46.360 doing better

00:20:46.860 than the

00:20:47.200 other employees.

00:20:48.640 Now,

00:20:49.400 be careful

00:20:50.080 with this.

00:20:50.660 Make your

00:20:50.980 own moral

00:20:51.460 and ethical

00:20:51.980 judgments.

00:20:52.900 But if

00:20:53.240 it's true,

00:20:54.600 it's also

00:20:55.460 valid.

00:20:56.520 If it's

00:20:56.880 not true,

00:20:57.880 well,

00:20:58.120 then you're 1.00

00:20:58.380 just a liar 1.00

00:20:58.980 and you have 1.00

00:20:59.400 to live

00:20:59.700 with that,

00:21:00.360 but it

00:21:00.740 might still

00:21:01.100 work.

00:21:03.500 Build your

00:21:04.180 talent stack.

00:21:05.260 There is

00:21:05.740 nothing more

00:21:06.260 impressive to a

00:21:07.160 boss than

00:21:07.920 somebody who

00:21:08.520 is adding

00:21:09.100 talents that

00:21:10.420 are relevant

00:21:10.940 to the

00:21:11.500 job in

00:21:12.580 an ongoing

00:21:13.160 fashion.

00:21:13.900 If you

00:21:14.460 ever have

00:21:15.060 an employee

00:21:15.620 who is

00:21:16.700 very dedicated

00:21:17.580 about,

00:21:18.500 okay,

00:21:18.680 I know

00:21:19.080 this much,

00:21:20.280 and this

00:21:20.900 next month

00:21:21.420 I'm going

00:21:21.680 to add

00:21:21.940 this thing,

00:21:22.640 and I'm

00:21:22.820 going to

00:21:22.920 take this

00:21:23.360 class,

00:21:24.000 and I'm

00:21:24.260 learning

00:21:25.040 these things,

00:21:26.300 I'm

00:21:26.840 volunteering

00:21:27.320 to work

00:21:27.780 in another

00:21:28.120 group to

00:21:28.700 cross-train.

00:21:29.640 If you

00:21:30.100 get an

00:21:30.400 employee like

00:21:31.060 that,

00:21:32.540 that's

00:21:33.000 every boss's

00:21:33.900 desire.

00:21:35.620 They want

00:21:35.900 that

00:21:36.100 employee.

00:21:37.040 So if

00:21:37.620 you can

00:21:37.920 establish

00:21:38.420 that you're

00:21:39.080 one of

00:21:39.340 those people

00:21:39.880 who is

00:21:40.320 building your

00:21:40.860 talent stack,

00:21:42.060 well,

00:21:42.200 you're priming

00:21:42.760 your boss

00:21:43.300 for the

00:21:43.980 thought that

00:21:44.600 you're worth

00:21:45.100 more.

00:21:46.640 You want

00:21:47.080 to look

00:21:47.360 sharp because

00:21:48.160 we are

00:21:48.740 visual creatures.

00:21:53.040 So I

00:21:53.480 would love to

00:21:54.000 tell you that

00:21:54.540 the way you

00:21:54.960 look doesn't

00:21:56.120 affect anything.

00:21:57.400 It doesn't

00:21:57.840 affect your

00:21:58.280 job performance.

00:21:59.660 The way you

00:22:00.100 look, well,

00:22:01.400 it probably

00:22:01.620 doesn't affect

00:22:02.240 your job

00:22:02.720 performance,

00:22:03.220 but it

00:22:04.240 might affect

00:22:04.720 your

00:22:04.900 raise because

00:22:06.300 your boss

00:22:07.120 is a

00:22:07.520 visual person

00:22:08.560 because we're

00:22:09.700 all visual

00:22:10.340 people.

00:22:11.360 So if you're

00:22:11.760 looking for

00:22:12.260 the most

00:22:13.460 important

00:22:14.140 elements of

00:22:15.620 persuasion,

00:22:17.120 visual is

00:22:18.100 always in the

00:22:18.820 top three.

00:22:19.960 Only fear

00:22:21.520 and maybe

00:22:22.360 one other

00:22:23.200 would be up

00:22:23.660 there.

00:22:24.280 You've got

00:22:24.740 to get the

00:22:25.200 visual right.

00:22:26.600 So you've

00:22:26.840 got to look

00:22:27.500 like you're

00:22:28.840 the serious

00:22:29.560 employee that

00:22:30.340 you want to

00:22:30.860 be.

00:22:31.640 They say

00:22:32.320 dress for

00:22:32.820 the job,

00:22:33.560 your boss's

00:22:34.320 job or

00:22:34.740 the job

00:22:35.080 above you

00:22:35.600 or the

00:22:36.160 job that

00:22:36.480 you want.

00:22:37.540 And I

00:22:37.820 would say

00:22:38.040 that's

00:22:38.340 approximately

00:22:38.900 true,

00:22:39.440 but in

00:22:39.700 general,

00:22:41.280 you want to

00:22:41.760 just dress

00:22:42.260 better than

00:22:42.680 other people

00:22:43.160 if you

00:22:43.680 can.

00:22:44.520 That includes

00:22:45.360 your fitness,

00:22:47.360 your hairstyle,

00:22:48.960 just your

00:22:49.320 basic fashion

00:22:50.180 choices,

00:22:50.900 your look.

00:22:52.440 If you think

00:22:53.060 that stuff

00:22:53.500 doesn't matter,

00:22:54.580 you're living

00:22:55.040 in a dream

00:22:55.600 world.

00:22:56.460 Now, you

00:22:56.740 don't have to

00:22:57.280 be a beautiful

00:22:57.960 person.

00:22:58.740 I'm not saying

00:22:59.300 that.

00:22:59.900 You don't have

00:23:00.280 to be young.

00:23:01.040 You don't have

00:23:01.360 to be anything

00:23:02.000 in particular.

00:23:02.820 You just

00:23:03.620 want to be

00:23:03.900 the better

00:23:04.340 version of

00:23:05.020 whatever you

00:23:05.800 are.

00:23:07.000 You want

00:23:08.080 to be

00:23:08.360 irreplaceable.

00:23:09.420 I put

00:23:09.680 irreplaceable

00:23:10.400 in quotes

00:23:11.660 because nobody's

00:23:13.180 irreplaceable,

00:23:14.500 but you can

00:23:15.280 often convince

00:23:16.080 people that

00:23:16.600 you are.

00:23:17.560 It's the

00:23:18.000 weirdest thing.

00:23:19.200 We all know

00:23:20.040 that nobody's

00:23:20.640 irreplaceable,

00:23:22.040 but how many

00:23:23.140 times have you

00:23:23.740 worked someplace

00:23:24.520 where somebody

00:23:25.340 was described

00:23:26.460 as irreplaceable?

00:23:27.720 What that

00:23:28.620 really means

00:23:29.200 is that it

00:23:29.600 would be a

00:23:29.980 huge pain

00:23:30.800 to figure

00:23:31.780 out how

00:23:32.340 to do

00:23:33.260 things if

00:23:33.820 this person

00:23:34.280 left,

00:23:34.760 but you'd

00:23:35.140 do it.

00:23:36.140 It always

00:23:37.280 works.

00:23:38.300 Rarely does

00:23:38.960 a company

00:23:39.400 just disappear

00:23:40.780 because a

00:23:41.580 key employee

00:23:42.060 left.

00:23:43.360 If you can

00:23:44.760 create the

00:23:45.320 impression

00:23:45.920 that you're

00:23:47.140 irreplaceable,

00:23:48.260 that can go

00:23:49.200 a long way

00:23:49.860 toward getting

00:23:50.420 that raise.

00:23:51.280 Again,

00:23:51.700 these are all

00:23:52.160 the things

00:23:52.560 that you're

00:23:52.800 doing way

00:23:54.140 ahead of

00:23:54.600 time.

00:23:55.780 This is

00:23:56.480 months and

00:23:57.720 months before

00:23:58.400 you even

00:23:58.880 ask for a

00:23:59.380 raise.

00:24:00.100 You make

00:24:00.500 sure you're

00:24:01.020 setting the

00:24:01.700 table this

00:24:02.540 way.

00:24:04.580 In terms of

00:24:05.260 being irreplaceable,

00:24:06.400 if you can

00:24:06.960 find something

00:24:07.700 to volunteer

00:24:08.380 for, if you

00:24:09.800 don't already

00:24:10.220 have something

00:24:10.740 that you're

00:24:11.280 irreplaceable

00:24:11.920 at,

00:24:12.860 volunteer for

00:24:13.580 something that

00:24:15.080 makes you

00:24:15.520 irreplaceable.

00:24:16.440 Find some

00:24:17.200 function that

00:24:17.880 you're the

00:24:18.860 only one who

00:24:19.280 knows how

00:24:19.560 to do it.

00:24:21.080 Then, I

00:24:22.420 did some

00:24:22.860 Googling to

00:24:23.780 confirm what

00:24:24.660 I suspected

00:24:25.440 was true.

00:24:26.660 I'm not sure

00:24:27.380 there's science

00:24:28.060 behind this.

00:24:29.560 There's enough

00:24:30.440 science to

00:24:31.860 suggest that

00:24:32.580 this is true,

00:24:33.420 and that is

00:24:33.900 that morning

00:24:35.400 meetings to

00:24:36.280 ask for a

00:24:36.720 raise are

00:24:37.100 going to be

00:24:37.460 more effective

00:24:38.200 than afternoon.

00:24:39.440 The thinking

00:24:40.000 behind that is

00:24:40.860 that people can

00:24:41.440 make decisions

00:24:42.200 in the morning

00:24:42.960 and they're

00:24:43.780 not so good

00:24:44.520 at making

00:24:44.860 decisions in

00:24:45.600 the afternoon,

00:24:46.540 and what you

00:24:47.240 don't want

00:24:47.900 is for them

00:24:48.560 to say,

00:24:49.160 I'll get

00:24:49.660 back to you.

00:24:50.880 If you can

00:24:51.540 nail them down

00:24:52.140 to a decision

00:24:52.860 that's best,

00:24:54.060 or at least

00:24:54.720 get them to

00:24:55.240 commit to

00:24:55.760 looking into

00:24:56.360 it, because

00:24:56.760 often the

00:24:57.240 boss has to

00:24:57.940 check the

00:24:58.980 budget and

00:24:59.440 stuff.

00:25:00.300 But you can

00:25:00.800 get maybe at

00:25:01.460 least a mental

00:25:02.260 decision before

00:25:03.460 they verbally

00:25:04.100 tell you they've

00:25:04.820 decided that you

00:25:05.920 can mentally 0.56

00:25:06.440 commit them.

00:25:07.620 So pick the

00:25:08.220 morning.

00:25:08.980 In terms of

00:25:09.400 the days of

00:25:09.880 the week, I

00:25:11.020 would say

00:25:11.480 Tuesday or

00:25:12.620 Wednesday.

00:25:13.280 When I

00:25:13.700 Googled it, I

00:25:14.500 saw some

00:25:14.940 experts saying

00:25:15.740 earlier in the

00:25:17.120 week is better,

00:25:18.020 but I would

00:25:18.600 stay away from

00:25:19.200 Monday.

00:25:20.000 Monday is a

00:25:20.880 day when

00:25:21.220 everybody is

00:25:21.720 distracted and

00:25:22.840 a little bit

00:25:23.360 overworked and

00:25:24.300 stressed.

00:25:25.520 Tuesday, Wednesday

00:25:26.520 people have

00:25:27.500 sort of hit

00:25:28.360 their peak and

00:25:30.200 they're not yet

00:25:30.840 thinking about

00:25:31.480 the weekend.

00:25:32.840 So Tuesday,

00:25:33.520 Wednesday, in

00:25:34.840 the morning, and

00:25:36.200 schedule it.

00:25:37.300 It's very

00:25:37.700 important that you

00:25:38.380 schedule it, and

00:25:39.720 experts also tell

00:25:40.840 you to schedule it

00:25:41.960 as the only topic.

00:25:43.860 Don't throw in at

00:25:45.240 the end of a

00:25:45.880 meeting, you

00:25:46.780 know, I'd like a

00:25:48.320 raise, that'd be

00:25:49.180 good, don't do

00:25:50.360 that.

00:25:51.300 You schedule the

00:25:52.220 meeting, so you

00:25:53.020 make sure that it's

00:25:53.780 on the day of the

00:25:54.380 week you want and

00:25:55.140 the time that you

00:25:55.760 want, and it's the

00:25:57.040 only topic, and you

00:25:58.200 tell your boss that's

00:25:59.040 what the topic is,

00:26:00.300 because they get to

00:26:01.080 think about it for a

00:26:01.900 while.

00:26:02.380 Oh, if you make

00:26:03.700 them think about it

00:26:04.600 for a week, you're

00:26:06.600 going to get a

00:26:06.920 better result than

00:26:08.320 if it's the first

00:26:09.280 time they've ever

00:26:09.900 thought of it.

00:26:10.860 There's something

00:26:11.560 about just thinking

00:26:12.560 about an idea that

00:26:14.420 gets you used to it.

00:26:15.820 There's nothing but

00:26:16.720 time and exposure to

00:26:19.080 an idea that makes

00:26:20.000 you more comfortable

00:26:20.660 with it.

00:26:21.020 It works every

00:26:21.520 time, all the

00:26:22.640 time.

00:26:23.340 You can get

00:26:23.840 somebody used to

00:26:24.560 anything eventually.

00:26:28.140 All right, and

00:26:29.160 then you might want

00:26:30.300 to pre-suade.

00:26:32.020 This is a term

00:26:34.000 borrowed from the

00:26:35.000 book Pre-Suasion

00:26:36.000 by Robert

00:26:37.520 Cialdini, the

00:26:39.040 follow-up book to

00:26:40.080 Influence, his

00:26:44.080 best-selling book

00:26:44.840 on that influence.

00:26:46.280 Now, I would

00:26:46.980 read both of those

00:26:47.780 books if you're

00:26:48.540 serious about

00:26:49.200 getting a raise.

00:26:50.420 You should read

00:26:51.040 my book, Win

00:26:51.960 Bigly.

00:26:53.000 You should read

00:26:53.840 Influence by

00:26:56.560 Cialdini, and

00:26:57.600 also Pre-Suasion.

00:26:59.500 Now, Pre-Suasion

00:27:00.340 teaches that there

00:27:01.860 are some exposures

00:27:03.560 to ideas, thoughts,

00:27:05.140 sounds, etc., that

00:27:07.320 will predispose

00:27:08.520 somebody to make

00:27:10.240 a certain kind of

00:27:11.160 decision.

00:27:12.320 And what is

00:27:12.800 interesting about it

00:27:13.740 is that the

00:27:14.420 pre-suasion can be

00:27:16.120 in a completely

00:27:17.040 different domain

00:27:18.100 than the thing

00:27:19.600 you're trying to

00:27:20.640 persuade.

00:27:21.420 So here's what

00:27:22.340 is not

00:27:23.160 pre-suasion.

00:27:25.280 Hey, Bob, you

00:27:26.300 know, I hear a

00:27:27.500 lot of people

00:27:27.840 getting raises.

00:27:28.680 A lot of other

00:27:29.280 people getting

00:27:29.720 raises.

00:27:31.420 That would be

00:27:32.420 too obvious,

00:27:33.980 because that's the

00:27:34.640 same topic that

00:27:35.780 you're trying to

00:27:36.300 persuade on, which

00:27:37.120 is getting a raise.

00:27:38.460 Instead, Pre-Suasion

00:27:39.960 might want to

00:27:40.900 simply put the

00:27:42.380 target of your

00:27:43.120 persuasion, your

00:27:44.280 boss, in the

00:27:45.840 mood to be

00:27:46.940 generous, or

00:27:48.300 in the mood to

00:27:49.280 be a hero,

00:27:50.400 whichever you

00:27:50.960 think is the

00:27:51.680 more operative

00:27:52.760 thing for your

00:27:53.420 boss.

00:27:54.360 So you might

00:27:55.080 tell a story

00:27:55.740 about somebody

00:27:57.100 who is just

00:27:57.740 generous, and

00:27:59.460 it has nothing

00:28:00.080 to do with

00:28:01.000 your meeting,

00:28:02.180 your raise.

00:28:03.020 It's just the

00:28:03.880 last thing that

00:28:04.620 you talk to your

00:28:05.260 boss about before

00:28:07.220 the next time

00:28:07.940 he sees you,

00:28:09.320 and now you're

00:28:10.600 asking for a

00:28:11.260 raise.

00:28:12.080 And maybe it

00:28:12.760 triggers in your

00:28:13.420 boss's mind that

00:28:14.260 story that just

00:28:15.140 recently you told

00:28:15.940 him about a

00:28:17.000 great act of

00:28:17.700 generosity, which

00:28:19.060 was just an

00:28:19.660 interesting story

00:28:20.460 you saw in the

00:28:21.000 news.

00:28:22.040 Now that would

00:28:22.600 be a case of

00:28:24.200 Pre-Suasion.

00:28:25.560 Would that

00:28:26.080 exact thing

00:28:26.900 work?

00:28:28.000 Don't know.

00:28:28.780 The only way you

00:28:29.460 can know when

00:28:29.940 Pre-Suasion is 0.54

00:28:30.760 working is sort

00:28:32.400 of testing it.

00:28:33.900 And if you're

00:28:34.980 just trying to

00:28:36.680 pre-suede in

00:28:37.760 the wild, the

00:28:39.080 best you can

00:28:39.600 do is take

00:28:40.100 some, I

00:28:41.100 would say,

00:28:41.700 informed guesses

00:28:43.740 about what

00:28:44.520 would make

00:28:44.960 sense.

00:28:45.800 Because you're

00:28:46.280 trying to get

00:28:46.760 your boss in

00:28:47.400 a mood, just

00:28:48.740 a mood.

00:28:49.800 So if the

00:28:50.420 mood you want

00:28:51.020 your boss to

00:28:51.500 be in is

00:28:51.940 generosity, a

00:28:53.720 story of

00:28:54.240 unrelated

00:28:54.820 generosity will

00:28:55.840 get the job

00:28:56.440 done.

00:28:57.320 Now each of

00:28:57.880 these techniques,

00:28:58.660 by the way, is

00:29:00.040 only going to

00:29:00.500 move the needle

00:29:01.060 say 2%, just

00:29:02.560 for discussion

00:29:03.480 purposes.

00:29:03.940 But there

00:29:04.920 are a lot

00:29:05.280 of them.

00:29:05.960 If you get

00:29:06.440 everything right,

00:29:07.960 that's a lot

00:29:08.660 of 2%, and

00:29:10.160 suddenly your

00:29:11.060 odds of getting

00:29:11.540 raised are

00:29:12.380 looking pretty

00:29:12.980 good.

00:29:14.900 All right.

00:29:15.660 Here are the

00:29:16.320 things that you

00:29:16.840 need to know.

00:29:18.540 So in order to

00:29:19.600 persuade effectively,

00:29:21.200 it's very important

00:29:22.400 that you have a

00:29:23.940 good understanding

00:29:24.760 of what the

00:29:25.520 other person is

00:29:26.280 thinking and

00:29:26.940 feeling.

00:29:28.020 And you should

00:29:28.560 also have a

00:29:29.100 better sense of

00:29:29.900 who you are and

00:29:31.100 what you're worth.

00:29:31.960 If you get

00:29:32.940 those things

00:29:33.580 right, you

00:29:34.400 will persuade

00:29:35.080 better.

00:29:36.340 The first thing

00:29:37.160 you need to

00:29:37.540 know is that

00:29:38.160 it's always okay

00:29:38.820 to ask for a

00:29:39.440 raise.

00:29:40.680 Bosses expect

00:29:41.680 people to ask

00:29:42.560 for raises.

00:29:43.500 It's pretty

00:29:43.960 routine.

00:29:44.880 If your boss

00:29:45.620 fired you or

00:29:46.940 penalized you for 0.92

00:29:48.280 asking for a

00:29:49.000 raise, it's good

00:29:50.400 to know that as

00:29:51.340 soon as possible

00:29:52.220 and then get the

00:29:53.500 hell out of that

00:29:54.080 company.

00:29:54.980 Any boss who

00:29:55.900 penalizes you for 0.93

00:29:57.620 stating what you

00:29:58.480 think you're worth

00:29:59.460 and bringing it

00:30:01.200 up,

00:30:01.960 if you get

00:30:02.760 penalized for

00:30:03.480 that, okay,

00:30:05.500 you need a new

00:30:06.040 company, you need

00:30:06.920 a new boss, and

00:30:07.700 you need it right

00:30:08.380 away.

00:30:09.660 Get out of there

00:30:10.720 just as fast as

00:30:11.660 you can.

00:30:12.540 For any normal

00:30:13.680 situation, and

00:30:14.920 certainly especially

00:30:15.640 for a large

00:30:16.340 company where

00:30:17.020 there are a lot

00:30:17.360 of professional

00:30:17.940 managers, things

00:30:19.340 get nicier as

00:30:20.380 you get down to

00:30:21.060 the level of,

00:30:22.640 let's say, a

00:30:23.020 family business.

00:30:24.040 There's more

00:30:24.420 emotion involved

00:30:25.240 there.

00:30:25.860 But if you're

00:30:26.680 dealing with a

00:30:27.720 sizable,

00:30:28.520 professional company,

00:30:30.140 you can ask for

00:30:30.900 a raise.

00:30:31.320 That's just

00:30:32.280 part of the

00:30:32.700 rules.

00:30:33.680 You can ask for

00:30:34.300 anything you

00:30:34.700 want.

00:30:35.740 So know that

00:30:36.940 it's okay to

00:30:37.460 ask, and in

00:30:38.160 fact, any

00:30:39.220 professional manager

00:30:40.420 is going to

00:30:41.220 respect you for

00:30:42.380 knowing what

00:30:42.880 you're worth.

00:30:43.840 They will

00:30:44.200 actually have

00:30:44.820 more respect for

00:30:46.060 you, even if

00:30:47.300 they don't give

00:30:47.700 you the raise,

00:30:48.600 because maybe

00:30:49.260 there's a budget

00:30:49.900 constraint, who

00:30:50.640 knows.

00:30:51.300 But they will

00:30:51.900 respect you more

00:30:53.160 for asking than

00:30:55.300 for not asking.

00:30:56.860 Once you know

00:30:57.620 that, it makes

00:30:58.720 it easier to

00:30:59.300 ask, because

00:31:00.520 there's no

00:31:00.880 downside.

00:31:02.100 You either

00:31:02.740 gain some

00:31:03.460 respect, or

00:31:05.060 you gain some

00:31:05.760 respect and

00:31:07.160 a raise, or

00:31:08.520 you gain some

00:31:09.220 respect and

00:31:10.380 not a raise

00:31:11.000 now, but you're

00:31:12.740 sort of the next

00:31:13.380 one in line when

00:31:14.320 the situation is

00:31:15.460 better.

00:31:17.420 There's literally

00:31:18.320 no downside,

00:31:20.060 because like I

00:31:20.760 said, if this

00:31:21.460 ever did cause a

00:31:22.640 downside, if you're

00:31:24.240 working for a

00:31:24.840 company that

00:31:25.440 bad, or a

00:31:26.380 boss that bad,

00:31:27.180 get out of

00:31:27.720 there.

00:31:28.500 The sooner you

00:31:29.260 do that, the

00:31:29.740 better.

00:31:30.760 Next thing to

00:31:31.540 know is that

00:31:32.240 everyone is

00:31:32.920 bluffing, meaning

00:31:34.420 that in the

00:31:34.960 business world

00:31:35.640 especially, not

00:31:36.940 just in terms of

00:31:37.980 negotiating, because

00:31:39.440 there's some

00:31:39.800 bluffing there too,

00:31:40.940 but in terms of

00:31:42.260 acting confident,

00:31:44.460 acting like they

00:31:45.160 know what they're

00:31:45.660 doing, acting

00:31:47.000 like they're worth

00:31:47.900 a raise, acting

00:31:49.060 like they're capable

00:31:50.000 of doing their

00:31:50.640 job.

00:31:52.040 Everybody's sort

00:31:52.740 of acting all

00:31:53.620 the time.

00:31:54.760 The moment you

00:31:56.000 learn that you're

00:31:57.040 not the one who's

00:31:57.780 acting, you're not

00:31:59.060 the only one, then

00:32:00.780 you're free.

00:32:02.060 You're free to

00:32:02.780 continue acting,

00:32:04.140 because the act is

00:32:05.460 actually a necessary

00:32:07.460 part of the social

00:32:08.500 and business dance.

00:32:10.280 So once you can

00:32:11.360 recognize it as

00:32:12.380 sort of a

00:32:13.080 ceremonial, agreed

00:32:15.940 upon way that

00:32:16.780 people act, it's

00:32:18.160 not anybody being

00:32:19.160 phony perhaps.

00:32:21.760 You could say

00:32:22.400 that it's phony,

00:32:23.020 because it is, but

00:32:24.500 it's also an

00:32:25.220 acceptable, understood

00:32:26.740 level of

00:32:27.820 phoniness that

00:32:29.200 becomes almost a

00:32:30.100 language of

00:32:30.820 business.

00:32:31.760 So don't be shy

00:32:33.620 about speaking the

00:32:35.480 language of

00:32:36.280 business, which is

00:32:38.060 acting a little,

00:32:39.480 maybe a little bit

00:32:41.000 more than you are,

00:32:41.820 a little more

00:32:42.220 professional than

00:32:42.920 you feel, that

00:32:44.360 sort of thing.

00:32:45.080 So just be

00:32:45.720 comfortable with the

00:32:46.540 fact that everybody's

00:32:47.460 acting, and then you

00:32:48.760 can do it too, and

00:32:49.940 you'll feel more

00:32:50.420 comfortable when you're

00:32:51.180 doing it.

00:32:53.340 Make sure you have

00:32:54.240 options.

00:32:55.500 That's what the

00:32:56.260 talent stack does.

00:32:57.620 It doesn't hurt if

00:32:58.840 you've looked around a

00:32:59.820 little bit, you

00:33:00.680 know, maybe your

00:33:01.760 boss knows you took a

00:33:04.280 long lunch last

00:33:05.460 week, maybe you

00:33:07.580 left a resume on the

00:33:08.680 printer.

00:33:09.100 No, don't do that.

00:33:09.880 Oh, I forgot one

00:33:13.260 other tip, which is

00:33:14.720 to have a wing

00:33:15.720 person.

00:33:17.320 A wing person is 0.96

00:33:18.480 somebody else that

00:33:19.380 you've sort of

00:33:19.960 deputized to say

00:33:21.580 good things to

00:33:23.280 your boss, or

00:33:25.360 even to your

00:33:25.920 coworkers, to

00:33:27.140 build your

00:33:27.580 reputation.

00:33:28.600 I've actually seen

00:33:29.360 this work really,

00:33:30.320 really well.

00:33:31.220 So if you don't

00:33:31.920 have a wing

00:33:32.720 person, somebody

00:33:33.860 who is just

00:33:34.320 talking good

00:33:35.160 things about you

00:33:35.900 behind your back,

00:33:37.180 see if you can get

00:33:37.920 one.

00:33:38.800 Because if you

00:33:39.440 have somebody

00:33:40.140 else saying good

00:33:41.000 things behind your

00:33:41.780 back, that carries

00:33:43.180 way more weight than

00:33:44.340 your own bragging.

00:33:45.420 It just feels like

00:33:46.340 it's more true,

00:33:47.300 because it came from

00:33:48.140 some other person.

00:33:49.800 So get yourself a

00:33:50.920 wing person.

00:33:52.020 Maybe you can work

00:33:52.780 with each other, be

00:33:53.580 each other's wing

00:33:54.220 person.

00:33:55.100 Very powerful

00:33:55.960 persuasion to have

00:33:57.000 other people talking

00:33:58.200 for you.

00:33:59.480 Alright, so here's

00:34:00.180 some basic

00:34:01.540 persuasion steps.

00:34:02.940 You want to use

00:34:03.460 pacing.

00:34:04.600 Pacing is the idea

00:34:05.780 that you match your

00:34:06.760 boss in some way.

00:34:07.920 You agree with

00:34:09.100 your boss, whatever

00:34:10.240 he's saying to

00:34:11.120 begin with.

00:34:12.860 Maybe you dress as

00:34:14.240 professional as

00:34:15.080 your boss.

00:34:15.920 You sit like your

00:34:17.000 boss.

00:34:17.480 Your posture is like

00:34:18.360 your boss.

00:34:18.940 Maybe you dress like

00:34:19.680 your boss.

00:34:20.100 You laugh like your

00:34:20.760 boss.

00:34:21.460 Maybe you use the

00:34:22.320 same kind of

00:34:22.840 language and

00:34:23.580 approach, the same

00:34:24.840 vibe as your

00:34:26.080 boss.

00:34:26.700 In other words,

00:34:27.700 find as many

00:34:28.460 things as you can

00:34:29.460 that you can

00:34:30.840 effortlessly and

00:34:32.600 naturally imitate.

00:34:35.660 That's what pacing

00:34:36.380 is.

00:34:36.740 Because once you're

00:34:37.900 imitating somebody,

00:34:39.420 then you have at

00:34:40.300 least the possibility

00:34:41.200 of leading them

00:34:42.320 because they become

00:34:43.440 comfortable with you.

00:34:44.640 You become

00:34:45.120 synchronized and

00:34:46.460 then you can take

00:34:47.200 them to where you

00:34:47.860 want them to go.

00:34:49.620 Be irrational.

00:34:51.200 It's one of the

00:34:52.100 best tips of

00:34:53.360 negotiating.

00:34:55.480 If you are known

00:34:56.640 to be rational on

00:34:58.860 the subject of the

00:35:00.120 negotiation, what

00:35:01.560 will the other

00:35:02.280 person do?

00:35:02.960 the other person

00:35:04.440 will never give

00:35:05.240 up telling you

00:35:06.600 all the rational

00:35:07.400 reasons why you

00:35:08.360 should take less,

00:35:10.480 settle for less,

00:35:13.180 put up with what

00:35:13.940 you already have,

00:35:15.120 be happy with what

00:35:15.800 you have, etc.

00:35:17.580 As soon as you are

00:35:19.300 identified as a

00:35:20.420 rational person,

00:35:22.140 then you've also

00:35:23.340 identified as the

00:35:24.240 person who's going

00:35:24.800 to lose the

00:35:25.420 negotiation.

00:35:26.080 By contrast,

00:35:29.020 compared to this,

00:35:31.560 I need to take

00:35:33.900 care of my family,

00:35:35.060 I've got a special

00:35:36.020 needs child,

00:35:38.420 I've got my costs

00:35:40.320 have all gone up,

00:35:41.620 and I've looked

00:35:42.260 around and I know

00:35:43.160 that I can make a

00:35:43.880 lot more money at

00:35:44.620 another company,

00:35:46.940 but honestly,

00:35:48.720 I looked around and

00:35:49.900 I saw that other

00:35:50.600 people are making

00:35:51.180 more than me and I

00:35:52.160 see what they

00:35:52.620 contribute and it

00:35:53.620 just makes me crazy

00:35:54.540 and I don't think I

00:35:55.400 can work at a

00:35:55.960 company like this.

00:35:57.640 Now, what I just

00:35:58.280 said is purely

00:35:59.620 emotional,

00:36:01.520 just, you know,

00:36:02.680 it's just emotional.

00:36:04.920 But, how does

00:36:06.940 your boss make

00:36:07.940 that go away?

00:36:09.300 The only way your

00:36:10.280 boss can make that

00:36:11.120 go away is by

00:36:12.260 giving you the

00:36:12.780 raise.

00:36:13.680 So that's why it

00:36:14.440 works.

00:36:15.160 As long as you're

00:36:16.160 acting rational,

00:36:17.600 your boss will keep

00:36:18.460 giving you reasons

00:36:19.260 why you should be

00:36:20.140 happy the way you

00:36:20.840 are.

00:36:21.440 The moment you show

00:36:22.540 that reasons don't

00:36:23.540 work because you've

00:36:24.900 got an emotional

00:36:25.620 investment.

00:36:26.440 It's either you're

00:36:26.860 taking care of

00:36:27.560 somebody, you know,

00:36:28.900 you can't be happy

00:36:30.020 with how you're

00:36:31.000 treated, that sort

00:36:32.560 of thing.

00:36:33.420 Then there's just

00:36:34.000 nothing you can do

00:36:35.080 as a boss but give

00:36:37.340 the raise.

00:36:38.080 It's your one chance.

00:36:39.640 Now, your boss, the

00:36:40.540 other thing you should

00:36:41.240 know is your boss is

00:36:42.520 always going to

00:36:43.280 prefer keeping a

00:36:45.260 good employee over

00:36:46.600 replacing the

00:36:47.880 employee just to

00:36:49.180 save 5% or 10% or

00:36:51.120 whatever you're asking

00:36:51.760 for.

00:36:52.020 So they're always

00:36:53.300 going to be biased

00:36:54.220 toward giving you the

00:36:55.220 raise because the

00:36:56.520 alternative, if they

00:36:57.520 believe you're going

00:36:58.060 to leave, you have to

00:36:59.500 have a credible threat

00:37:00.500 of leaving.

00:37:01.440 But if they believe

00:37:02.100 that's the risk, they

00:37:03.540 really don't want that.

00:37:04.440 That's very expensive.

00:37:05.680 They would rather pay a

00:37:06.600 little extra to keep

00:37:08.180 you.

00:37:09.460 So make sure your boss

00:37:10.460 knows you have options.

00:37:12.220 It's also good to be

00:37:13.660 specific and confident.

00:37:15.420 If you are confident in

00:37:17.880 what you're asking and

00:37:19.340 specific, you're giving

00:37:20.940 your boss something to

00:37:21.940 say yes or no to.

00:37:23.140 You want to boil the

00:37:24.260 decision down to the

00:37:25.280 simplest yes, no.

00:37:26.840 So you come in and you

00:37:27.740 say, boss, I've been

00:37:29.700 earning $85,000 a year.

00:37:32.220 I've been looking around.

00:37:33.660 I've added these three

00:37:34.720 skills.

00:37:35.320 I've taken on this job.

00:37:36.980 I think, you know, I

00:37:38.580 can make $120,000 across

00:37:40.680 the street for the

00:37:41.460 competitor, but that's the

00:37:42.540 last thing I want to do

00:37:43.560 because I don't want to

00:37:44.480 leave. 0.99

00:37:44.760 I like this place, but I

00:37:46.620 really need to know that

00:37:47.720 this is the best place

00:37:48.740 for me, and if you could

00:37:50.480 give me $120,000, I

00:37:52.760 would not look.

00:37:54.280 I would just say, you

00:37:55.600 know, you got me.

00:37:57.020 That's a fair deal.

00:37:58.360 So that's my request.

00:38:00.200 Can you give me $120,000

00:38:01.780 a year?

00:38:04.180 And say that

00:38:05.020 confidently.

00:38:05.940 Now, the confident part

00:38:07.460 has two variables to it.

00:38:09.660 One is if you say that

00:38:11.820 you're worth this

00:38:13.380 confidently, then it

00:38:16.340 sounds believable

00:38:17.020 because you said it

00:38:18.380 confidently.

00:38:19.400 If you said it with some,

00:38:21.540 you know, let's say

00:38:22.800 hesitation, it's like,

00:38:23.800 yeah, I could be worth,

00:38:25.600 I don't know, you know,

00:38:26.420 as much as $120,000,

00:38:27.800 $120,000.

00:38:29.260 You know, if you say it

00:38:30.140 that way, then what's your

00:38:31.440 boss going to think?

00:38:32.560 Well, if you're not sure,

00:38:34.160 if you're not sure, why

00:38:35.760 should I be sure?

00:38:36.460 So, confidence

00:38:40.040 not only shows that you're

00:38:42.140 a more capable employee

00:38:43.720 because anybody who looks

00:38:45.580 confident and can ask

00:38:46.980 for a raise is going to be

00:38:48.920 a competent employee.

00:38:50.900 That's a good sign.

00:38:52.100 You could probably do a lot

00:38:53.160 of other things

00:38:54.000 because there aren't that

00:38:55.080 many people who can

00:38:56.080 confidently walk in

00:38:58.160 and make a case for a raise

00:39:00.280 and sell it.

00:39:01.420 If you walk in,

00:39:02.880 make the case,

00:39:03.680 and sell it,

00:39:05.860 you're going to be

00:39:08.820 a superstar.

00:39:09.820 Your boss is going to say,

00:39:11.040 you know,

00:39:12.000 you made the sale.

00:39:14.240 There's nothing more

00:39:15.380 impressive to a boss

00:39:16.680 than convincing the boss

00:39:18.880 of something.

00:39:20.380 Even if it's just

00:39:21.400 something for you,

00:39:22.320 a raise.

00:39:22.980 All right, here's another

00:39:24.160 thing you could do.

00:39:24.880 Use a proxy.

00:39:26.300 In other words,

00:39:26.940 send another person

00:39:28.220 to ask for your raise

00:39:30.280 for you.

00:39:31.300 Hold on.

00:39:32.180 You're saying,

00:39:32.700 in what world

00:39:34.760 can you send somebody

00:39:36.000 else to ask for a raise

00:39:37.120 for you?

00:39:38.160 A couple that I can

00:39:39.320 think of.

00:39:40.360 Number one is

00:39:41.840 you've got your

00:39:42.660 wing person that I

00:39:43.780 mentioned,

00:39:44.600 and the wing person

00:39:45.520 can go to the boss

00:39:46.920 and say,

00:39:47.300 you know,

00:39:48.060 I think you're going

00:39:48.740 to lose Alice

00:39:50.520 unless you give her

00:39:51.560 a raise.

00:39:52.300 I don't think she's

00:39:53.300 happy.

00:39:54.260 She's doing the work

00:39:55.160 of three people.

00:39:56.540 You know,

00:39:56.980 I think you really

00:39:57.640 should just give her 0.80

00:39:58.320 a raise.

00:39:59.140 So that might not

00:40:00.320 close the deal,

00:40:01.240 but you can certainly,

00:40:02.920 if you have a strong

00:40:03.700 enough wing person

00:40:04.600 who might be,

00:40:05.320 let's say,

00:40:06.080 friends with the boss,

00:40:07.260 that would help,

00:40:08.480 send somebody else.

00:40:10.260 That probably wouldn't

00:40:11.000 work,

00:40:11.420 but here's something

00:40:11.960 that might.

00:40:14.180 Suppose,

00:40:15.420 let's say you're a

00:40:16.220 woman and you found 0.97

00:40:17.200 out that you earn

00:40:17.980 less than the men

00:40:19.120 in your department

00:40:19.920 who are doing

00:40:20.480 the same job.

00:40:22.280 Fairly common

00:40:23.000 situation, right?

00:40:24.320 Now,

00:40:24.840 forgetting for the

00:40:25.620 moment,

00:40:27.320 let's forget about

00:40:28.140 why.

00:40:28.560 It doesn't matter

00:40:29.780 if it's because

00:40:30.340 you have less

00:40:31.100 experience.

00:40:32.060 It doesn't matter

00:40:32.800 if it's because

00:40:33.380 of sexism.

00:40:34.480 What matters is,

00:40:36.120 it's going to look

00:40:36.840 like sexism. 0.99

00:40:38.460 So here's one of

00:40:39.460 the things you

00:40:40.020 could do.

00:40:40.840 This won't work

00:40:41.680 very often.

00:40:43.000 I'm just giving

00:40:43.660 you a full canvas

00:40:45.880 of the options.

00:40:47.040 You could actually

00:40:47.880 convince a male

00:40:49.440 co-worker to go

00:40:51.360 get you a raise

00:40:52.340 for you so that

00:40:54.580 he doesn't have

00:40:55.240 to deal with the

00:40:57.060 fact that you're

00:40:59.180 underpaid and

00:41:00.760 it doesn't make

00:41:01.320 sense.

00:41:02.200 You could probably

00:41:03.260 talk your co-worker

00:41:05.400 into getting you

00:41:06.360 a raise if there's

00:41:08.020 a reason.

00:41:09.100 And the reason is

00:41:09.940 there's an injustice

00:41:10.820 here or it looks

00:41:12.920 like one, which is

00:41:14.000 good enough.

00:41:15.980 And people like to

00:41:17.180 fix injustices.

00:41:18.900 Almost every company

00:41:19.920 has somebody who

00:41:21.500 wants to fix an

00:41:22.400 injustice.

00:41:23.180 If you happen to

00:41:24.020 know somebody like

00:41:24.700 that, maybe you

00:41:26.320 can send them.

00:41:27.340 So those are

00:41:27.980 really your options.

00:41:28.760 Obviously, the best

00:41:29.480 choice is to do

00:41:30.220 this all yourself.

00:41:31.540 The strongest play

00:41:32.480 is to walk in,

00:41:33.460 be confident,

00:41:34.600 know exactly what

00:41:35.400 you want, pick the

00:41:36.200 right time of day,

00:41:37.440 set the table,

00:41:38.280 have a lot of

00:41:39.080 options, have a lot

00:41:40.380 of talent, pace

00:41:42.520 your boss, be a

00:41:43.980 little bit irrational,

00:41:45.540 pull it all together

00:41:46.500 and take a shot at

00:41:47.860 it. 0.94

00:41:48.420 What happens if it

00:41:49.180 doesn't work?

00:41:51.020 If it doesn't work,

00:41:53.000 you still win,

00:41:54.420 but a little bit

00:41:55.900 less.

00:41:57.000 If you ask your

00:41:57.800 boss for a raise

00:41:58.620 and it just goes

00:41:59.420 south, and let's

00:42:01.480 say it's a boss

00:42:02.060 who's not going to

00:42:02.620 fire you or anything,

00:42:03.400 they just didn't

00:42:03.880 give you the raise,

00:42:04.920 you still have the

00:42:06.420 experience of you

00:42:07.460 walked into your

00:42:08.180 boss's office and

00:42:09.920 you asked for a

00:42:10.720 raise.

00:42:11.760 Think how few

00:42:12.960 people can do

00:42:13.720 that.

00:42:14.580 If you've done it

00:42:15.580 once, even if it

00:42:16.780 didn't work, you're

00:42:18.540 the most experienced

00:42:19.760 person you know at

00:42:20.840 doing that.

00:42:22.300 Well, my cat's

00:42:23.940 calling me, so I

00:42:24.740 think that means

00:42:25.300 we're done.

00:42:26.200 So this is your

00:42:26.860 micro lesson on how

00:42:27.960 to get a raise. 0.74

00:42:28.980 Some of these

00:42:29.560 techniques might

00:42:31.100 generalize.

00:42:32.320 Be ethical, be

00:42:33.540 moral, just because

00:42:34.900 you have these

00:42:35.400 powers, don't abuse

00:42:36.520 them.

00:42:37.300 And that's all for

00:42:38.720 today.

00:42:39.040 Thank you.

Real Coffee with Scott Adams - May 29, 2020

Episode 1003 Scott Adams： Catch Up on News, How to Persuade Your Boss to Give You a Raise

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