Gentle Power 18. Being selfless is hurting your salary
Jul 31, 2025
In this engaging conversation, Gerta Malaj, a negotiation expert trained at MIT and Harvard Law, shares her journey from Albania to becoming a CEO. She emphasizes the importance of shifting from a 'service before self' mentality to advocating for oneself, especially for military veterans transitioning to civilian roles. Gerta reveals key negotiation strategies, such as the power of genuine excitement, the significance of waiting for written offers, and the pitfalls of lying about competing offers. Listeners gain essential insights to optimize their negotiation skills.
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Military Mindset Meets Civilian Negotiation
- Gerta learned military mindset through her husband who served in the Air Force.
- She highlights the needed shift from 'service before self' to advocating for yourself in civilian careers.
Negotiation Can Expand The Pie
- Treat negotiation as expanding the pie, not zero-sum.
- Aim for creative solutions that produce win-wins for both sides.
Negotiate After The Written Offer
- Wait to negotiate until you have a written offer to maximize leverage.
- Push for the written package instead of negotiating on a verbal handshake.
