Negotiation 101: Finding the Win-Win and Getting Your Worth with Erick Herring and David Subar

Erick and David are West Coast CTOs and Advisors with an extensive background in negotiating. From Options to Lawyers, they have a well rounded strategy to ensure everyone wins in the deal.  Episode Breakdown: 0 — introductions 5:00 — leadership and teams 8:15 — importance of negotiation beyond salary 9:15 — how to think about negotiation ("win win or no deal") 12:30 — focus on goals 13:30 — Are these options valuable? 17:15 — Adjusting for market 19:40 — Changing perspective on where you add value 24:00 — when to bring in an attorney 26:00 — Losing fear of hearing "no" 28:00 — What does an unreasonable ask look like?   David Subar  David has served as at Chief Technology Officer and Chief Product Officer at several companies, including at Break Media (as CTO), before its merger with Alloy to become Defy Media, and at Zest Finance, where he served as CPO. David has served as an interim CTO/CPO at a number of companies, including Lynda.com (sold to LinkeedIn for $1.5B), PlutoTV, AirMedia and a major studio, where he has advised on product development, recruiting, architecture and security.  David has led teams of greater than 100 and has built products of over 600MM page views/month and greater than 1MM video views a day on mobile and a similar number on the web.   Erick Herring  Erick has been building internet-based systems since before the advent of the commercial Internet. He has held executive roles for the last 15+ years and led teams of 100+ in the development of systems for Privlo, Local Corporation, Feedback, WebVisible, Toyota, LRN, California Federal Bank, Ticketmaster.com, Variety.com, Dell Computer, and many other Fortune 1000 and startup companies.  In addition to his mainstay role as CTO (usually including responsibility for Product), Erick has served as Chief Technology & Marketing Officer (Privlo), Chief Security Officer (Digital Evolution/SOA.com, Zenith Insurance), General Manager (Adapt Technologies - sold to WebVisible - and Feedback.com), and Founder (Townloop, Adapt, Feedback.com).