Ask These Calibrated Questions to Get a Raise

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  • Опубликовано: 2 янв 2025

Комментарии • 282

  • @henrymadethat
    @henrymadethat 8 месяцев назад +1477

    I’m a simple man. I see JP in sunglasses. I click the video.

  • @callum7081
    @callum7081 8 месяцев назад +517

    Peterson about to explain the metaphysics and ethics of drip with that thumbnail 🔥🔥🔥

  • @ejiroigbesoko
    @ejiroigbesoko 8 месяцев назад +39

    "How can I be guaranteed to be involved in projects that are critical to the strategic future of this organisation?" Just brilliant; love it!!!❤

  • @mikedav178
    @mikedav178 8 месяцев назад +240

    never i'd expect Mr.Peterson wearing aviator glasses for a thumbnail lol

  • @missreia
    @missreia 8 месяцев назад +101

    That shot is gold, sir!

  • @HelloWorld-lv4we
    @HelloWorld-lv4we 8 месяцев назад +99

    Your production team deserves a raise lol

  • @marcosnz19ify
    @marcosnz19ify 8 месяцев назад +50

    I was all that in the conversation, did everything the right way without really knowing but landed in a bad company that drained all my best qualities. Currently trying to work myself back to who I was. Thank you for all this content.

    • @PsychologyDeepDive
      @PsychologyDeepDive 8 месяцев назад

      You’ll get there. Some of these companies are parasites that attract unethical parasites as managers

    • @TheZeroLatitud
      @TheZeroLatitud 8 месяцев назад +7

      Shitty companies tend to burn out their best talent. Hopefully all you need is a place that shows appreciation so your old qualities can make a comeback.

    • @FranciscoSalazar-q5q
      @FranciscoSalazar-q5q 8 месяцев назад

      So did I

    • @Wodenson5150
      @Wodenson5150 8 месяцев назад +2

      I may be in that company your looking for. They exist, so keep faith. Be sure to shop your employer for how their values align with yours. Wishing you luck.

  • @raphaelfeneje486
    @raphaelfeneje486 8 месяцев назад +233

    Badass thumbnail 😌

  • @santiagocastillo5697
    @santiagocastillo5697 8 месяцев назад +6

    ¡Gracias!

  • @Bikameral
    @Bikameral 8 месяцев назад +2

    JP, more courses like this one please !

  • @Philipruss
    @Philipruss 8 месяцев назад +14

    “The fact that you don’t have alternatives doesn’t change your value to the company” - more people need to hear this

    • @MrJabbothehut
      @MrJabbothehut 5 месяцев назад +1

      That's true but having an alternative gives you the ability to walk away whilst still having an income. It's part of having a solid BATNA (best alternative to negotiated agreement).

    • @offchan
      @offchan 3 месяца назад +1

      ​@@MrJabbothehut BATNA is like a fallback self-protection mechanism. It's cool to have it. But BATNA is mostly useful when you don't know how to build rapport.
      If you know how to build rapport and know how to convey your value, the other side won't sabotage themselves just to hurt you. It's illogical to sabotage the deal simply because you know the other person lose more than you do. People only sabotage if they see unfriendly actions.

    • @MrJabbothehut
      @MrJabbothehut 3 месяца назад

      @@offchan thats some S tier advice, appreciate it brother

    • @offchan
      @offchan 3 месяца назад

      ​@@MrJabbothehut To add to that, an example of an unfriendly action is when you throw ultimatum like "If you don't raise, I'll leave" or "If you don't accept me, I have no where to go".
      This is because you are focusing on your needs. A better thing to do is to focus on what they need. Probe their perspective and see how you can give them what they need. Ask calibrated questions. Label their negative feelings. Be mindful of their worries. Preemptively disarm their accusations.
      It's all about being curious about their perspective.
      If you care mostly about your needs and what you are losing, you are showing desperate energy and they will reject you.

  • @howardmoon1234
    @howardmoon1234 8 месяцев назад +4

    I followed every step of this (before seeing this video). Started the conversation last summer. Heard a lot of lip service about my contribution, but no firm commitment for anything to change. Crucial part was at the very beginning: be ready to leave if you can’t come to a mutual agreement. I’m starting a new job in the coming months, at over 20% more than I’m currently paid. My bosses said they were gutted I was leaving. Go figure

  • @agusrusso6087
    @agusrusso6087 8 месяцев назад +58

    I couldnt resist to JP with glasses I had to click

  • @Purplethoughts8
    @Purplethoughts8 8 месяцев назад +5

    That last 2 min such great info 👊🏻

  • @paularodrigues5136
    @paularodrigues5136 2 месяца назад +2

    I am not hostage anymore. I have lost all fear, and I have no alternative. I am very feed up of seeing all that I have seen over the years. However I have 47 years, they don’t call me like they use to for interviews. Its meetings all the time, and they always ask me to do the chores that are unimportant. Sick of it!

  • @GrooveSchoolRecs
    @GrooveSchoolRecs 8 месяцев назад +3

    GOLD. Appreciated, thank you.🙏🏽

  • @BoBoZoBo
    @BoBoZoBo 8 месяцев назад +3

    I first discovered Jordan over 10 years ago. My wife was in a point of her career of taking the next step it didn't really have the tools to negotiate. One morning I'm listening to npr, when the new station was still worth anything, and there is Jordan Peterson talking to the reporter about his experience with powerful female executives, and the disparity with most negotiation advice which is written by men for men and how women need to recontextualization. It was an aha moment that my wife used to her advantage and has been using ever since in her career.
    Here we are a decade later and the same very news organization is one of the many idiots calling Jordan Peterson a woman hater.
    I'm sorry to see this happen to you Dr Peterson. Just know that your advice continues to help millions.

  • @claytonkramer7234
    @claytonkramer7234 8 месяцев назад +55

    The thumbnail 👌😂

  • @JoyAdebambo
    @JoyAdebambo 8 месяцев назад +65

    Lol I know Mikhaila is behind that photo caption

  • @1FrenchConnection1
    @1FrenchConnection1 7 месяцев назад +3

    Great to see Chris Voss! Love this negotiation skills!

  • @FedeManBCN
    @FedeManBCN 8 месяцев назад +2

    Epic. Just epic conversation, material, advice... Call it what you want, for me this response is epic. Thanks for sharing.

  • @Razear
    @Razear 8 месяцев назад +53

    "If you don't give me a raise, I'll leave." The irony is that most employees are too timid to ask their boss for a raise precisely because they're afraid of souring the mood at work and risk being let go. In today's job market, people are more concerned about retaining their job than increasing their salary. Very few actually have the optionality to leave for a different employer without having to risk economic precarity.

    • @brando3342
      @brando3342 8 месяцев назад +8

      @Razear Exactly what I was thinking, and am experiencing. Another point is, employers risk very little by letting you go, even if you are in an "important" position, because there are SO many people who will take over the same position, and do just enough that the employer can consider hiring them. The threat to leave has absolutely no teeth at all. You could be the hardest, most competent worker, and it wouldn't matter. If they don't want to pay you more, you might as well just leave if somewhere else will pay better, or stay and not poke the bear.

    • @susanstewart1402
      @susanstewart1402 8 месяцев назад +7

      @@brando3342 I agree. You don't have that conversation unless you already have something else lined up and are willing to leave. You can ask nicely as in, I really like working here, the team and the work are great, etc. but I am getting offers and the difference in pay is substantial .. can you consider matching in or coming closer? However, at the end of the day, if they don't value you enough to consider these possibilities ahead of time and pay appropriately, then they are either uninformed, stupid, arrogant, greedy or something else equally unflattering. Such behaviour doesn't bode well for their future success. The only reason to stay would be seniority connected to a pension or other benefits, and that would be compensation that needs to be taken into your calculations.

    • @Monaleenian
      @Monaleenian 8 месяцев назад

      ⁠@@susanstewart1402They might not be uninformed, stupid arrogant or greedy. It might just be the case that your job is only worth a certain amount to them and they’re not willing to pay more than that amount. Just like a very expensive restaurant might produce a fantastic meal but most people would probably not be willing to pay for that meal every day of the week, despite its great quality. They might be happy with a microwave dinner or something equally cheap but sufficient. It’s not because the person is stupid, greedy, arrogant or uninformed that they choose to forgo the meal in the expensive restaurant.

    • @randyscorner9434
      @randyscorner9434 8 месяцев назад +2

      I disagree. The key is knowing what you can contribute and you don't know that until you look at other job openings. People who are open about wanting higher salary and working toward it are easy to work with. I've often been able to find a next career path for an employee to keep them in the company as good performers. There are always those who will go elsewhere, but the cost to the employer of training and integrating a new employee is very high. Certainly not true for burger flipping, but very true for any skilled position. That's why you always need to be improving skills.

  • @randyscorner9434
    @randyscorner9434 8 месяцев назад +3

    Excellent advice. In particular your boss often does not know what you're really doing. A key milestone in any career is the first change of job after starting your real career. One has to know that their value is what they contribute, not what someone else thinks of them. I love the term "don't take yourself hostage".

  • @dewdusmaximus7692
    @dewdusmaximus7692 7 месяцев назад +1

    The timing of this appearing in my feed is impeccable.
    Fantastic content as always, JP!

  • @doasthouwilt543
    @doasthouwilt543 8 месяцев назад +2

    My favorite thing about Jp is his ability to let people shine, he knows when to interject and when to let who he’s talking with talk.

  • @TheXxxeeelll
    @TheXxxeeelll 8 месяцев назад +5

    Love the pen in the hand. If it’s a psychological “trick”, it works 🔥

  • @tomasalexandrugrigore5770
    @tomasalexandrugrigore5770 8 месяцев назад +51

    Rapper Peterson Thumbnail 😂

  • @ericscott5895
    @ericscott5895 8 месяцев назад +1

    Thank you for another positive and insightful discussion. 🙏

  • @g.m.5590
    @g.m.5590 8 месяцев назад +11

    Great timing, thank you for this 🙏

  • @AaronButler66
    @AaronButler66 8 месяцев назад +8

    I saw the thumbnail and immediately had to double-take and break out laughing 😂😂😂

  • @dadadadave9652
    @dadadadave9652 8 месяцев назад +12

    Sorry, I gotta point it out to those who don't know; that's Chris Voss, ex-FBI #1 hostage negotiator!
    Check out his book, Never Split the Difference!
    2 of my favorite intellectuals having a discussion, it's absolutely magic!

  • @silvioricob
    @silvioricob 8 месяцев назад +1

    The video discusses strategies for negotiating a raise, emphasizing the importance of being in a position to say no, understanding one’s market value, and presenting a case to the boss.
    1. Negotiating a raise requires being in a position to say no and understanding one’s market value.
    2. It’s important to ensure that the boss knows the value of your work and what you can offer.
    3. Presenting a case for advancement or a raise should also consider the boss’s perspective and what’s in it for them.
    4. Instead of taking oneself hostage by feeling limited to one job option, ask calibrated questions to create thoughts in the employer’s mind.
    5. Prioritize needs and wants, and consider alternative ways to negotiate for better financial returns.

  • @munyumbamutwale2985
    @munyumbamutwale2985 7 месяцев назад +3

    1. Tell Your Boss What Value You Currently Bring
    2. Tell Your Boss What the Organization Stands to gain from your raise

  • @michaeledgell8789
    @michaeledgell8789 8 месяцев назад +1

    Two of my favorite people.

    • @lovegodfirst654
      @lovegodfirst654 8 месяцев назад

      What I hate to say is this idea of starting with shit with promise of future incentive is a ploy that everywhere that has nurses does. Nurses almost never get these incentives at a later time. Includes sign on bonuses, promises of yearly raises, all sorts of stuff. The market is saturated with broken promises. I've learned, start me out with what I'm worth or learn to deal with crap I signed on for. Had nurses working for 20 years at places making more than $10 less per hour or worse than brand new grads. Only way you get raise is if at least 3 conditions are met. 1. You let em know you are walking. 2. You are invaluable to them. 3. They can't find a replacement. That's it. To say you lack motivation unless you make more are firing words. That's how cutthroat nursing is and that's why a lot leave.

  • @alexwalpole4202
    @alexwalpole4202 7 месяцев назад +1

    Jordan Peterson is Mr Rogers for adults. Love him ❤ 😊

  • @IchorousLIVE
    @IchorousLIVE 8 месяцев назад +14

    Jordan Peterson in aviator glasses? He’s got suits already, bros aboutta have a monopoly on drip.

  • @marioskomnos4661
    @marioskomnos4661 7 месяцев назад +1

    Jordan Peterson discussing with Chris Voss.. man! You have my full attention!

  • @radomone
    @radomone 7 месяцев назад +1

    Thank god my coworkers at my new job completely accurately show the work I have been doing and its value.

  • @ShaneSchimpf
    @ShaneSchimpf 8 месяцев назад +3

    Great video. Being successful in any negotiation requires first knowing the value you bring to the table. Funny how something so simple doesn't just resonate in you until you realize it. I especially liked the analogy of being held hostage by your wage, skills, etc. I'd call it being hostage to comfort which is something I think everyday people tend to struggle with. Contention isn't something I'm personally happy with, but to each's own.

  • @gmurtaza
    @gmurtaza 8 месяцев назад +1

    Chris Voss ❤ the master negotiator! This guy is amazing.

  • @parasocialbondsmetaswvoits9078
    @parasocialbondsmetaswvoits9078 8 месяцев назад +8

    this thumbnail is fire

  • @RawrLadyfingers
    @RawrLadyfingers 7 месяцев назад +1

    The thing that Ive experienced with negotiating move up opportunities is that recruiters will tell you just about anything you want to hear when it comes to your future in the company.
    And when sitting down for the employment contract theyll tell you that theyre not able to make adjustments to the contract as everyone gets the same. Especially for larger companies.
    You have to take what theyre telling you at face value most of the time.

  • @Lwrfriday9195
    @Lwrfriday9195 8 месяцев назад +1

    Great advise

  • @ThrashPanda.95
    @ThrashPanda.95 2 месяца назад

    What a 👑

  • @turbanheadless
    @turbanheadless 8 месяцев назад +4

    Did he just get off his motorcycle? 😂

  • @ChristianSoschner
    @ChristianSoschner 6 месяцев назад

    Excellent content

  • @ty63t0
    @ty63t0 8 месяцев назад +1

    Maybe these tips work in the US, but here in Europe, the only way I've ever gotten a raise is to find a better workplace first, then tell my current employer. They then instantly promote me to whatever position the competition offers

  • @AbelAk-yn7zr
    @AbelAk-yn7zr 8 месяцев назад +3

    The glass were interesting, I didn't even see the video title 😂

  • @Batmancontingencyplans
    @Batmancontingencyplans 8 месяцев назад +1

    That Professional shoot was lit Mr.J

  • @aidenmarshall6478
    @aidenmarshall6478 8 месяцев назад +3

    I’ve never been more influenced by a thumbnail in my life

  • @hartekunst554
    @hartekunst554 8 месяцев назад +1

    Didn't expect to see Voss!

  • @alexeidragunov4534
    @alexeidragunov4534 8 месяцев назад +2

    Couldn’t resist the sunglasses😂

  • @KaiGuyGD
    @KaiGuyGD 8 месяцев назад

    YOOOO THAT THUMBNAIL FIRE AS FUCK 🔥🔥🔥🔥🔥

  • @bigwex1805
    @bigwex1805 8 месяцев назад +8

    Thumbnail drip 💀

  • @spitalhelles3380
    @spitalhelles3380 8 месяцев назад +1

    You'll either get a raise out of them or you'll get a raise out of them.

  • @jamshedfbc
    @jamshedfbc 8 месяцев назад +1

    Reminds me of Derryl asking for raise from Michael in THE OFFICE 😂

  • @ikinubrian
    @ikinubrian 8 месяцев назад +1

    Love the thumbnail 🔥🔥🔥😂❤️❤️

  • @northwestWW
    @northwestWW 8 месяцев назад +3

    If people weren’t in debt, aka hostages, they wouldn’t be so fearful to negotiate for themselves.

  • @damianh9747
    @damianh9747 8 месяцев назад +3

    He’s like Mike from Breaking Bad

  • @jaaguitar
    @jaaguitar 28 дней назад

    In corporations you often can't have these conversations with a human. You're sat across from a bureaucrat who has been told by HR what they can and can't offer.
    We're not all in Wall St.

  • @yakalb93
    @yakalb93 8 месяцев назад +1

    Thumbnail 10/10 💯🔥🔥

  • @MicMan123456789
    @MicMan123456789 8 месяцев назад +2

    All this sounds great until you actually get an offer from a company and it’s just a letter from some corporate HR person, and all communication is though email. They have no power and can just answer questions and maybe forward requests to someone you’ll never see.
    This whole thing ignores that this process has purposefully become less personal.

  • @flashwashington2735
    @flashwashington2735 8 месяцев назад +1

    Thanks gentlemen.

  • @hendy24
    @hendy24 8 месяцев назад +1

    I love how the thumbnail is JBPs Shadow coming put

  • @Pcoxproductions
    @Pcoxproductions 8 месяцев назад +2

    11:20 how can I be guaranteed to be involved in projects that are critical to the strategic future of this company?

  • @nicholascameron6603
    @nicholascameron6603 8 месяцев назад +1

    Guy's we need to be careful here... most people in an organization are not planning for the next steps are in their career path or what the weight of an increased salary will take on their daily duties and workload responsibilities. I'm sorry if you're reading this thinking I'm not talking about you but I am. Companies are not just going to wake up one day and recognize your brilliance and give you a raise. JP said in another interview that you need to chart the path and come prepared with solutions on how to get there. It's not the responsibility of your manager or organization to constantly show you the way. You need to figure that out on your own.

  • @MichaelSkinner-e9j
    @MichaelSkinner-e9j 8 месяцев назад +13

    Beware of cyber criminals that will manipulate online.
    Don’t ever negotiate online or over a phone

    • @Supreme_Lobster
      @Supreme_Lobster 8 месяцев назад +2

      hes talking about negotiating a salary

  • @christiantexeira1262
    @christiantexeira1262 3 месяца назад

    JP looking like he about to drop the hardest album of the year with that thumbnail.

  • @cpt.tryhard6554
    @cpt.tryhard6554 8 месяцев назад

    Oh it's Chris Voss! TBSG are absolute legends!

  • @paradiseisland786
    @paradiseisland786 8 месяцев назад +2

    No matter what you, or one must make some significant meeting with you're supervisor, or CEO, and then go beyond the 100% level, unfortunately far too many super's, of bosses will take advantage of your state of mind. Far too many corporation's people think everyone in replaceable, that's utterly insane, no one is replaceable.

  • @RubberTag
    @RubberTag 8 месяцев назад +1

    Yo, that thumbnail though.
    Fire mr J! 😤🔥🔥💯

  • @schlussmitschiss
    @schlussmitschiss 8 месяцев назад +1

    I’m a simple woman. I see JP in sunglasses. I think: Oh man, is he vain! I click the video.

  • @Wodenson5150
    @Wodenson5150 8 месяцев назад

    "Go into the negotiation with the 'i'll quit if you don't etc' card in your back pocket for the confidence of it" only works if you've proven your asset value to your employer either directly or indirectly(i.e. through supervisors, coworkers, clients, etc.). You need to prove that you've affected the bottom line in a positive way somehow.

  • @elizabethdelatorre9019
    @elizabethdelatorre9019 8 месяцев назад +1

    The picture would make a fabulous phone case.

    • @PsychologyDeepDive
      @PsychologyDeepDive 8 месяцев назад

      There are many potential products to make with it 😂

  • @PsychologyDeepDive
    @PsychologyDeepDive 8 месяцев назад +1

    New Jordan Peterson album dropping: Aviators and Metaphysics (the psychology of cool)

  • @williamkroll7928
    @williamkroll7928 8 месяцев назад +2

    The best peterson thumbnail of all time 😆

  • @weLiveInSociety
    @weLiveInSociety 8 месяцев назад +1

    *Damn, that thumbnail goes hard. Didn't expect it.*

  • @lopes-x9e
    @lopes-x9e 8 месяцев назад

    Thumbnail goes hard 🔥

  • @sandoncrowder7839
    @sandoncrowder7839 8 месяцев назад

    I was not prepared for the Willy Wonka sunglasses JP 😂😂

  • @ahwass4989
    @ahwass4989 8 месяцев назад +1

    the thumbnail is a great callback to the old JP Fan Channel days

  • @RadiantLight
    @RadiantLight 8 месяцев назад

    Nice save on the “or her” Jordan! You’ve learned that one the hard way 😅 Great Advice 😇

  • @owena3896
    @owena3896 8 месяцев назад +4

    "Suck up to the right people". That is the only lesson you are qualified to teach

  • @Tom111Tom
    @Tom111Tom 8 месяцев назад

    Based Shades ! Based Suit !
    😎

  • @dmitriypushkin8895
    @dmitriypushkin8895 8 месяцев назад +2

    In my view if you are truly professional the salary is the least aspect of the negotiation as you would know what you worth by that time. I would try to learn if 1. core business model is viable 2. the team is professional and motivated 3. internal processes are organized effeciently. These factors will have most impact on whether work experience will be rewarding. I guess if you are professional you already know that. Peace and prosperity to everyone ✌

  • @Christ_on_the_River
    @Christ_on_the_River 8 месяцев назад

    How similar are calibrated questions in negotiation with interpretive questions in conversation-based learning?

  • @xzjulius
    @xzjulius 8 месяцев назад

    That thumbnail was fire lmao

  • @christopher2206
    @christopher2206 8 месяцев назад

    Great advice if you are interviewing with a leader and not a gatekeeper. Most companies are a wreck these days.

  • @alicjakempisty2729
    @alicjakempisty2729 8 месяцев назад

    I think JP is arguing from false premises thinking employers want workers to be satisfied in any way. My experience is that employers fully believe workers are disposable and should never be treated seriously. I worked at an international corporation that forbade giving a raise to any person who even mentioned they have another opportunity lined up. So using the only real leverage a worker can have - quitting - was forbidden if you wanted to get anything. They wanted their workers to feel disempowered and dissatisfied. I saw that company suck many people dry, including me. Eventually we left, but the company just hired some fresh cannon fodder and is still doing great.

  • @0nan-Son-of-Juda-Brother-of-Er
    @0nan-Son-of-Juda-Brother-of-Er 8 месяцев назад

    I outperformed everyone on the job for about 6 months straight and after getting commendations from upper management I e-mailed a letter of resignation stating that I had found gainful employment elsewhere

  • @adolphgracius9996
    @adolphgracius9996 8 месяцев назад +1

    What if your boss gives you an unattainable goal? if you do XYZ we will give you a raise, what do you do then?

  • @Mike__G
    @Mike__G 8 месяцев назад +1

    We assume that we’re negotiating with reasonable people and good will. I discovered early that good employers care about you but only to a point. If you “screw up in reverse” by getting into something highly useful to the employer that they will not promote you beyond, often the only way up is out.

  • @Wadmd
    @Wadmd 8 месяцев назад

    I'm seeking a demotion. There was a handshake for two expectations. I've satisfied the first expectation, and the second has been hindered due to those above me. I negotiated, and the deal is not complete, yet the expectations exist. So I defer to half of the expectation as I have received half of of the expectation with the responsibility. Travel on light feet with documentation my friends.

  • @TiagoRamosVideos
    @TiagoRamosVideos 8 месяцев назад

    👌

  • @jamesbrodie2307
    @jamesbrodie2307 8 месяцев назад

    2d course or more kinda like my side gigs 😅enough idea inception. Maybe a certain math 🧮 oversight.

  • @DTheHAge
    @DTheHAge 8 месяцев назад +1

    I watched his program on Masterclass and was really disappointed, because it was teaching very basic stuff. And some of his techniques, like repeating the last few words of your partner, will even backfire if your partner has advanced social skills.
    Jordan already said what he explained in the first few minutes in minimum another video and this advice got me way further than the multiple hour course on Mastermind.
    Don't get me wrong, the course is not bad. It's just not for the upper percentage, because he forgets that a hostage situation is very emotional and there simple techniques of listening are needed, while a discussion about your raise is usually more about arguments for your worth and demonstrating that you understand complex problems.

  • @theocsilver
    @theocsilver 8 месяцев назад

    The thumbnail 😂🎉🎉🎉

  • @anytayatyta
    @anytayatyta 8 месяцев назад

    Couldn't resist the shades...

  • @DarrenAllatt
    @DarrenAllatt 8 месяцев назад +1

    If you published via video all of the business stuff that you did that would elevate you to the next level
    That would get you doing “Coaching, mentoring, consulting” with some of the biggest corporations
    You should also put all of this stuff into Online video courses with written components they would fly off the shelves

  • @Justamanhere-w4r
    @Justamanhere-w4r 8 месяцев назад +2

    Dr Peterson can you make a video on how to keep society progressive

  • @jonmccormick6805
    @jonmccormick6805 8 месяцев назад

    Compared to many 'job coaches' that I've heard, the Professor probably mumbles in his sleep more good advise than the whole lot of them.