Gentle Power

Gerta and Alex at YourNegotiations.com
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Join Gerta Malaj & Alex Choi as they share negotiation playbooks, dissect real deals, and reveal life bootstrapping a husband-wife business in SF. As co-founders of YourNegotiations.com, they’ve added 5-6 figure raises to job offers and guided founders through investor, vendor, and customer negotiations - B2B contracts, fundraising, co-founder splits, and more. Gerta (MIT MEng, Wellesley Math) spent 10+ years at LinkedIn, Salary.com & VC firms. Alex, a USAF veteran, ran GTM for Meta’s #2 revenue team at Instagram and is a 3× founder with Wharton MBA & Harvard MPA.

  1. 33. Have you tried IFS therapy? It can make you a stronger negotiator

    14小时前

    33. Have you tried IFS therapy? It can make you a stronger negotiator

    This week on Gentle Power, we explore how Internal Family Systems (IFS) therapy has changed the way we think about negotiations. The IFS school of thought is based on the idea that we all have different “parts” within us that try to protect us in different ways, and this framework offers surprising lessons for how we show up in high-stakes conversations. Our conversation covers: Why curiosity works better than confrontation when someone gets pushy or defensiveHow to stay grounded when you feel triggered or under pressureWhy advocating for your younger self (or for someone you care about) makes it easier to ask for moreThe link between self-awareness and business confidence, and why not negotiating can send the wrong signalHow responding with kindness helps you maintain your power while also getting a better outcome Negotiating from this mindset will feel less like a flight and more like a creative dialogue. When we understand our own reactions and stay curious about what’s happening on the other side, even tough moments can turn into opportunities for connection and confidence, and of course, better outcomes. For more: Book free consultation call with Alex: Calendly Get our free negotiation worksheet: YourNegotiations.com Read our weekly newsletter: Newsletter Instagram: @yournegotiations LinkedIn: Gerta | Alex

    11 分钟
  2. 32. When you think you’re strengthening your position, but you’re giving it away

    11月7日

    32. When you think you’re strengthening your position, but you’re giving it away

    In this episode, we break down one of the most overlooked negotiation traps: how people give away their leverage when they think they’re actually helping their case. From revealing salary history to competing offers to personal disclosures, even senior leaders can unintentionally anchor themselves low and limit their earning power. Our conversation covers: How one of our high performing, executive clients made a fatal mistake in their negotiations thinking they were actually helping their case Why sharing salary history instantly anchors the negotiation and erases options you didn’t know you had How companies subtly steer candidates into revealing information they’re legally protected from sharing Why “market data” is far less reliable than people think. The real number that matters is the top of their budget - we can never know that number but here’s what to do about it.  The compounding cost of leaving even a small amount of salary on the table and how it shapes every raise, promotion, and future offer How disclosing pregnancies, relocations, side projects, or “I’m not talking to anyone else” can shift power Why naming competing companies or industries collapses your leverage, and how to keep optionality without lying Most leverage is lost in moments that feel harmless. The more intentional you are with what you share, the more confidently you can negotiate for the future you want. For more: Book free consultation call with Alex: Calendly Get our free negotiation worksheet: YourNegotiations.com Read our weekly newsletter: Newsletter Instagram: @yournegotiations LinkedIn: Gerta | Alex

    16 分钟
  3. 31. How to negotiate when you were referred by someone in the company

    10月31日

    31. How to negotiate when you were referred by someone in the company

    In this episode, we discuss a common dilemma: how to negotiate when the job opportunity came through a referral. Many people hesitate to negotiate in these situations out of fear of seeming ungrateful or straining the relationship that helped them get in the door. We share how to approach these conversations without creating awkwardness or risking the relationship. Our conversation covers: Why a warm intro doesn't mean you can’t advocate for yourselfWhy keeping a pulse on your market value now will help you negotiate roles later that came through warm introsThe mindset of treating referrals as opportunities for both sides, not an obligation that you must fulfillHow to communicate tactfully with gratitude, professionalism, and calmViewing referrals like dating intros (mutual fit still matters) We also share: Alex’s biggest DJ set yet: opening at one of NYC’s biggest Halloween festivalsRecording our podcast and serendipitously hosting a mini-reunion during our 12-hour layover to KoreaAlex's real-life story where the “backup company” became the dream offer For more: Book free consultation call with Alex: Calendly Get our free negotiation worksheet: YourNegotiations.com Read our weekly newsletter: Newsletter Instagram: @yournegotiations LinkedIn: Gerta | Alex

    25 分钟
  4. 30. An ex-Google corporate attorney on negotiations

    10月23日

    30. An ex-Google corporate attorney on negotiations

    This week we’re joined by Alex Daniels, founder of Decrypted Law and a JD-MBA who is ex-Google, has advised startups and investors during his time at Cooley, and now through his own practice. Alex helps founders and employees navigate legal complexity and drive equitable outcomes through intentional legal design. We explore the structures that keep negotiations ethical, equitable, and grounded in real leverage. Our conversation covers: What founders and employees should know about clawback clauses, non-competes, non-solicits, and NDAs, and why the language matters more than the label How to approach severance negotiations, what “reasonable” looks like, and when to consider outside counsel How personal disclosures can shift power in negotiations, and why the wrong timing or location-based pay changes can expose companies to discrimination claims The difference between RSAs, RSUs, and ISOs, and how early exercise or cash compensation can preserve real value over time We also share: Alex’s journey from Google to Cooley to building his own flat-fee law firm for startups A true case of a relocation gone wrong and what founders can learn about jurisdiction and fairness Why reading and understanding every clause in your offer or CIIAA is the strongest move you can make The more awareness you bring to the table, the better equipped you are to ensure your best outcome, and our conversation with Alex provides the tools to navigate your next contract confidently. For more: Book free consultation call with Alex: Calendly Get our free negotiation worksheet: YourNegotiations.com Read our weekly newsletter: Newsletter Instagram: @yournegotiations LinkedIn: Gerta | Alex

    1 小时 3 分钟
  5. 29. A corporate attorney’s take on business deal negotiations

    10月17日

    29. A corporate attorney’s take on business deal negotiations

    In this episode, we’re joined by corporate attorney and SaaS dealmaker, Omeed Tabiei, whose career spans Hyperloop’s moonshot years, two startups of his own, and now a boutique legal firm that helps software founders from incorporation to exit. We dig into how negotiation really works across the startup lifecycle: pricing your services, converting cold outreach into warm relationships, and protecting leverage when buyers come knocking. We cover: Why everything is a negotiation, from scoping legal work to structuring M&As How Omeed turns cold leads warm: identify motivations, give value up front, and keep a seat at the table How founders lose leverage in exits and how to run a competitive process Decoding offers beyond the headline price: stock, holdbacks, working-capital adjustments, taxes Guardrails for buyer diligence: phased NDAs, term sheets first, and when to use breakup fees We also share: Bazaar-born instincts: a dad who made every purchase a negotiation (and how that translates stateside) The inside story of Hyperloop’s rise and lessons from raising nine-figure capital on a moonshot Omeed's journey: starting two companies, navigating a co-founder dispute, and returning to law to help founders succeed “Gentle power” here means pairing clear asks with real empathy: protect your leverage, lead with value, and move every conversation toward fair, durable agreements, for both sides. For more: Book free consultation call with Alex: Calendly Get our free negotiation worksheet: YourNegotiations.com Read our weekly newsletter: Newsletter Instagram: @yournegotiations LinkedIn: Gerta | Alex

    47 分钟
  6. 28. Inside a hiring manager’s mind during negotiations

    10月9日

    28. Inside a hiring manager’s mind during negotiations

    In this episode, we’re joined by Mariane Bekker: engineering leader through six exits, former Director of Engineering at Mindbody, and founder of the 80k-member tech community, Founders Bay. Our conversation explores pay and negotiations from the hiring side, how bias actually shows up in offers, and how women (and allies) can ensure fair offers from both sides of the table. We cover: How to avoid anchoring traps that disadvantage women in offers Why motivation and scope often matter more than “market data” Practical phrases that reframe the conversation without giving up leverage We also share: Mariane’s path from cold-calling offices with 50 resumes to building a 55% women engineering org How asking for a higher title early shaped every step of her career Real tactics she used as Head of Engineering to redesign hiring systems The personal grit behind her negotiation style, from war-torn Lebanon to Silicon Valley If you hire, lead, or negotiate in tech, this one’s a masterclass on advocating for yourself and others without leaving value on the table. For more: Book free consultation call with Alex: Calendly Get our free negotiation worksheet: YourNegotiations.com Read our weekly newsletter: Newsletter Instagram: @yournegotiations LinkedIn: Gerta | Alex

    45 分钟
  7. 27. Negotiations for founders & startups

    10月3日

    27. Negotiations for founders & startups

    This week we’re sharing a live workshop we hosted with Marianne Bekker (Managing Partner, Founders Bay) on how founders can negotiate across every phase of the startup journey, from co-founder splits to investor terms, design partners, vendors, and early hires. Gerta walks through a practical framework for keeping leverage, avoiding common traps (like giving numbers/ranges), and aligning deals to the right priorities rather than the loudest ones. Our presentation covers: The founder negotiation map: co-founders, investors, early employees/contractors, advisors, vendors, design partners, customers, and M&AHow to preserve leverage (and why you should almost never give numbers or ranges)- Crafting your priority stack (price now vs. lifetime value, brand/reputation, referrals, timelines) and marking true non-negotiablesDesign-partner dynamics: avoiding excessive customization and setting scope, time, and compensationVendor contracts 101: price, scope, timelines, royalties, exclusivity, and when to push vs. tradeInvestor terms beyond valuation: board seats, control, and post-deal involvementIn-person moments: why you shouldn’t negotiate on the spot (and what to do instead) A founder’s job is nonstop negotiation, and this workshop gives you the scripts, structure, and judgment to secure better terms without burning bridges. For more: Book free consultation call with Alex: Calendly Get our free negotiation worksheet: YourNegotiations.com Read our weekly newsletter: Newsletter Instagram: @yournegotiations LinkedIn: Gerta | Alex

    33 分钟
  8. 26. Negotiating a $800K DJ contract & robot combat

    9月26日

    26. Negotiating a $800K DJ contract & robot combat

    In our first in-person interview, we sat down with David Carvalho: entrepreneur, veteran DJ, and the man behind some of San Francisco’s most iconic tech and music events. For more than two decades, David has booked talent for Dreamforce, the Super Bowl, and private gatherings for Silicon Valley’s most influential leaders, while also performing at Coachella, Ultra, Outside Lands, Giants, Warriors, and Raiders games, Google and Facebook’s IPO parties, and even Christina Aguilera’s wedding. In our conversation, David shares how he has built long-lasting partnerships and a storied career by balancing integrity, creativity, and negotiation savvy. We cover: How to discover priorities before talking priceWhy putting someone between you and the money protects both leverage and relationshipsThe value of buying time instead of deciding on the spotHow to use anchor packages to create choice and reframe negotiations We also share: David’s path from spinning house music at local bars to performing at world-renowned music festivals, big tech’s IPO parties, professional sports games, and even Christina Aguilera’s weddingHis journey building his event production company, SFVibe, and organizing San Francisco’s mega tech parties with VR-controlled robot fightsLessons from booking events for Dreamforce, the Super Bowl, and Silicon Valley’s most influential tech leaders Whether you’re a job seeker, founder, or just navigating big decisions, this episode is a masterclass in applying real-world negotiation lessons to your own career and life. For more: Book free consultation call with Alex: Calendly Get our free negotiation worksheet: YourNegotiations.com Read our weekly newsletter: Newsletter Instagram: @yournegotiations LinkedIn: Gerta | Alex

    1 小时 2 分钟
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关于

Join Gerta Malaj & Alex Choi as they share negotiation playbooks, dissect real deals, and reveal life bootstrapping a husband-wife business in SF. As co-founders of YourNegotiations.com, they’ve added 5-6 figure raises to job offers and guided founders through investor, vendor, and customer negotiations - B2B contracts, fundraising, co-founder splits, and more. Gerta (MIT MEng, Wellesley Math) spent 10+ years at LinkedIn, Salary.com & VC firms. Alex, a USAF veteran, ran GTM for Meta’s #2 revenue team at Instagram and is a 3× founder with Wharton MBA & Harvard MPA.

信息

  • 创作者
    Gerta and Alex at YourNegotiations.com
  • 活跃年份
    2025年
  • 单集
    34
  • 分级
    儿童适宜
  • 版权
    © Gerta and Alex at YourNegotiations.com
  • 节目网站
    Gentle Power