Kandice Guice is a southern bell wife and mother. But by day she’s an attorney and influencing thousands of women. Her encouragement within the female community has grown her career to speak with over 20,000 fans on socials, develop content as an official TikTok Business affiliate, and partnerships with Change.org, The Lip Bar, and Peloton; to name a few. A letter to the CEO of her Fortune 100 Company began trending and advised leadership on increasing diversity within the workforce – and steps to move forward. Steps that opened doors for herself and her audience.
As a business attorney, with nearly a decade of experience handling commercial transactions, Kandice Guice, on average, negotiates more than $40 million in deals per year spanning the gamut of software and technology to professional services agreements. In the wake of the pandemic and social unrest within the world, Kandice noticed a need for entrepreneurs to develop a better contractual framework for their businesses. She founded Guice Law Co. where she now leverages her vast knowledge of complex contracts and negotiations to help businesses and creatives protect brand equity by establishing contractual terms best suited for their business needs.
Q: Can you elaborate on what was your first experience negotiating? Where you prepared, off guard, what did you do?
A: My first real negotiation was for my first salaried position. I remember being nervous that I would make a bad impression by asking for more money. Ultimately, I left a bit of money on the table because I did negotiate from a place of confidence. I vowed to change that in future dealings. The position I was hired for required lots of negotiations. The more I did them, the more I learned that I never had to take no for an answer.
Q: Why do you think most women have a hard time negotiating?
A: Negotiation comes down to strategy. In some instances a combination of fear/anxiety of asking for more money is tied to not being sure of the right approach. Always be knowledgeable about the market and go into negotiations with a game plan for the things you will negotiate for, how you will counter if the first offer does not meet your expectations, and must-haves versus optional things you can live without.
Q: What are three things you recommend a person “practice” to get better at negotiating?
A: To get better at negotiating a person should practice articulating value add. Value determines price. Understanding your value and being able to clearly speak to it empowers women to negotiate for what they deserve. A huge part of negotiating is countering the initial offer. Women can tap into getting more comfortable with this aspect of negotiation by practicing the art of saying no to things that do not serve them in their daily lives and offering up alternative solutions that do. Finally, become an avid researcher. In negotiations, it is imperative to validate your requests by conducting the proper market research. Look up everything. Become fond of doing your homework.
Q: How do you “determine” your worth, price or value, personally in your own business?
A: In my own business I determine value based on my credentials, work experience, expertise in the field, time commitment associated with the work, connections, and the customer experience I provide to my clients.
Q: What is the biggest mistake you made while negotiating?
A: The biggest mistake I’ve made when negotiating is being to eager to accept the first offer. One should always go for what they deserve.
Q: What piece of advice do you have for people who have insecurities surrounding negotiating?
A: If you are unsure of yourself, it will show through. Be confident in your approach.
Q: Is meating in the middle a “thing”? Or, are things black and white, when it comes to striking a deal?
A: Meeting in the middle is absolutely a thing. I always encourage women to write out the intended outcomes of the negotiation and keep those outcomes front of mind when negotiating. Sometimes you may not get the exact dollar amount you are vying for but there are other benefits such as bonuses, flex time, additional holiday pay, student loan repayment, and reimbursable expenses that can be negotiated to make up the difference.
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