#228 John Gates: Sweaty Palms? How to Negotiate Your Salary Without the Panic

If negotiating your salary makes you sweat more than a job interview, you’re not alone.  John Gates, author of ACT YOUR WAGE, knows how to turn those anxiety-fueled conversations into strategic wins. Forget the old-school advice about just “asking for more.” John explains why real salary talks aren’t about throwing out a number, but about controlling the conversation, shifting your mindset, and playing the long game. Key Highlights of Our Interview: Coast-to-Coast Hustle: The Ups and Downs of Chasing the Corporate Dream “During that process of chasing the Fortune 500 career and climbing that ladder, I moved across the country many times. I was laid off several times. I know how terrifying it is to be laid off or separated from a company that once loved you, but now no longer needs you." From Prosecutor to Defense Attorney: Why Switching Sides Matters “I do view myself as a former prosecutor who became a defense attorney. I think the best defense attorneys are people who used to be prosecutors because they understand the tactics and strategy and what the other prosecutor is trying to achieve.” The Silver Bullet Effect: Practical Steps for Negotiation Success “I start teaching them how to have safe conversations about pay almost immediately. So, very experimentally, I will teach them and drill them and rehearse with them first.” Salary Negotiation 101: Gladiators Need Not Apply! “Know your worth and demand your worth. People say, figure out what you’re worth, insist upon that… When I hear that, what I see is high risk. It’s confrontational. It makes it seem like you’re going to be this gladiator… This sort of ultimatum strategy of ‘take it or leave it’ is problematic.” 6 Rules For Successful Salary Negotiation: 1.Do not put “open” or “negotiable” in the salary requirement field — Always put a number. 2.Reframe your salary number into a range during the phone screen — It’s important to shift into a range rather than sticking to a fixed number. 3.Shift the conversation from salary to total compensation — This includes understanding incentives and bonuses beyond the base salary. 4.Use AI tools like ChatGPT to prepare for interviews — This helps generate potential questions and practice responses. 5.Use interview time to sell yourself instead of satisfying curiosity — Focus on addressing their pain points and demonstrating your value. 6.Avoid moving the goalposts during negotiation — Present everything you want in one batch rather than one at a time to prevent putting your offer at risk. _____________________ Connect with us: Host: Vince Chan | Guest: John Gates ______________________ --Chief Change Officer-- Change Ambitiously. Outgrow Yourself. Open a World of Expansive Human Intelligence for Transformation Gurus, Black Sheep, Unsung Visionaries & Bold Hearts. 10 Million+ All-Time Downloads. Reaching 80+ Countries Daily. Global Top 3% Podcast. Top 10 US Business. Top 1 US Careers. >>>130,000+ are outgrowing. Act Today.<<< --Chief Change Officer-- Change Ambitiously. Outgrow Yourself. Open a World of Expansive Human Intelligence for Transformation Gurus, Black Sheep, Unsung Visionaries & Bold Hearts. EdTech Leadership Awards 2025 Finalist. 20 Million+ All-Time Downloads. 80+ Countries Reached Daily. Global Top 1% Podcast. Top 5 US Business. Top 1 US Careers. >>>180,000+ are outgrowing. Act Today.<<< See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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What’s Stopping You from Outgrowing Yourself? Change Ambitiously. Outgrow Yourself. Chief Change Officer isn’t just another podcast. It ranks in the Top 3% globally, hit #1 in Careers (US), and cracked the Top 10 in Business (US)—because it offers what others don’t: expansive human intelligence, shared by the world’s most extraordinary thinkers and doers. This is the space for transformation gurus, bold hearts, black sheep, and unsung visionaries. We go beyond digitized tips and AI-smooth talk. Here, you get real, time-tested, experience-driven wisdom—the kind that blends logic and love, art and science, hindsight and foresight. For me, this show marks career transition #18. Across 17 transitions, I’ve been mentored by global changemakers who helped me emerge stronger and freer. Now, I’m passing that power forward—through raw, unfiltered conversations with extraordinary people across cultures, industries, and identities. If you’re a growth progressive, a black horse, a visionary underdog, or someone boldly rewriting the rules—you’re already one of us. Because you are the Chief Change Officer. Our mission? To help you become wiser in action, clearer in thought, and more ambitious in motion—so you can outgrow yourself and unlock outcomes beyond imagination or calculation. A better you is already unfolding. 130,000+ followers are outgrowing. Join them on LinkedIn, Apple, Spotify, and YouTube @chiefchangeofficer.