046: Turn Minimum-Wage Earnings Into Financial Independence + Reasons Why We Are Afraid to Negotiate at Work with David Parker and Andres Lares

In this episode of Saving With Steve, host Steve Sexton is joined by author, investor, jazz musician, and long-time teacher, David Parker, and the Managing Partner at Shapiro Negotiations Institute, Andres Lares.

My first guest, David Parker, began his career in education at the age of 24 and served students of San Francisco’s inner-city public elementary schools for 40 years as a music teacher, became a very successful real estate investor, and is also an accomplished musician and author. 

He joins me today to share his story of how he decided not to rely on the union or government for financial success, and chose to simultaneously become a real estate investor alongside being a teacher. He provides insight on why the role of government in our lives should be limited and how we can strike the proper balance, and shares some of the changes he believes should be implemented in public education in America.

In a recent study from Salary.com, 48% of people said they are always apprehensive about the negotiation process. Whether we realize it or not, negotiating is a common activity in our lives. However, if it is so common, why do so many of us dread the process so much? 

Many people are afraid to negotiate for a variety of reasons, such as lack of preparation, not understanding the negotiation process, and not knowing strategies and tactics that can be employed during negotiation. My second guest, Andres Lares, is the Managing Partner at Shapiro Negotiations Institute, the premier global provider of sales, influence, and negotiation training and consulting.

He joins me today to discuss the most common reasons why we hesitate to negotiate, and shares how we can combat this using the PAID method to establish goals, identify our fears, gain confidence, and develop a plan.

David Parker began his career in education at the age of 24 and served students of San Francisco’s inner-city public elementary schools for 40 years as a music teacher, followed by 10 years as a volunteer.

While pursuing his career in education, Parker also became a very successful real estate investor. It was success in business that focused his writing, teaching, and career as a professional musician.

Parker’s career as a musician is similarly impressive. He spent 20 years as member of the Berkeley Symphony Orchestra and 15 years as leader of the Dave Parker Sextet, which has headlined at San Francisco’s Fillmore Jazz Festival.

His new book is titled “Income and Wealth,” which assures readers that financial independence is possible, regardless of annual income, and provides a step-by-step plan for achieving this desirable goal.

As Income and Wealth approached publication, Parker was already hard at work on his next book. His thoughtful essays have been featured in The Economist, The Financial Times, and several prestigious law journals.

In addition to being an author, entrepreneur, and investor, David Parker is also a proud father and grandfather. In his later years, his mother Gertrud Parker – who passed away earlier this year at the age of 96 – served as a powerful inspiration, with her international acclaim an artist as well as a civic leader in San Francisco.

Andres Lares is the Managing Partner at Shapiro Negotiations Institute (SNI). He previously served the role of Chief Innovation Officer. His multi-disciplinary and lingual skills broaden SNI’s ability to effectively teach and consult in a wide range of industries, languages, and cultures.

Andres’ expertise is in deal coaching live negotiations for sports clients such as the San Antonio Spurs, Cleveland Indians, Cleveland Browns, Milwaukee Brewers, Oklahoma City Thunder, and Brooklyn Nets.

He also works in several capacities with clients across a wide range of industries – from developing online content to facilitating programs in Real Estate (Ryland, Heritage Properties), Advisory (PWC), Media (ESPN, Hearst), Banking (M&T Bank), and Pharmaceutical (Novo Nordisk, Roche).

Andres managed the development of SNI’s Advanced Negotiations Program, which includes video-taped role play of customized simulations and real-time coaching, available both in the classroom and online. He also managed the development of SNI’s negotiation mobile application and its implementation within client’s organizations. Finally, he recently completed the development of SNI’s new interactive online negotiation training program.

Andres has guest lectured on Negotiation at various universities and conferences including Ohio University, Johns Hopkins University, University of Baltimore, Endicott College, York College, Queen’s University, and the National Sports Forum. He annually teaches a highly sought after course on Sports Negotiation at Johns Hopkins University.

Prior to joining SNI in 2009, Andres completed an Economics degree at Queen’s University in Canada, a Master of Business Administration and Master of Sports Administration at Ohio University, and worked at the Philadelphia Eagles and Creative Artists Agency (formerly France Allpro Athlete Management) as well as a consultant at a few different firms across North America.

Andres was born in Venezuela, grew up in Canada, and has traveled to over 30 countries. He lives in Baltimore, Maryland with his wife and two kids.