Beauty fades. Good negotiation skills are forever. That’s straight from Judge Judy Sheindlin, who spent 25+ years presiding over courtroom drama on television — and quietly negotiating some of the most lucrative contracts in the industry.
By the end of her run on Judge Judy, Sheindlin was earning a reported $47 million annually, making her one of the highest-paid personalities in TV history. On the Good Hang podcast, she shared her top strategies for negotiating your salary — lessons that apply whether you’re in law, tech, or any corporate setting.
1. Know Your Worth
Judge Judy says too many people — women especially — underestimate their value.
“I quickly understood that I could go anywhere,” she explained.
Recognizing that her skills and reputation gave her leverage, Sheindlin walked into negotiations confident in what she brought to the table. Before you ask for a raise, research salaries in your field, gather proof of your impact, and practice articulating your value.
2. Make Yourself Indispensable
Sheindlin’s second rule: become someone your company can’t afford to lose.
“Doesn’t matter what you are. You have to be aware of that, how you fit in. Can somebody else that they find do what you do?”
Indispensability comes from building unique expertise, delivering consistent results, and being the go-to problem solver in your workplace.
3. Don’t Have Unreasonable Expectations
While Sheindlin secured massive paychecks, she insists she stayed grounded.
When her $47 million salary was challenged in court as excessive, judges ruled there was no bad faith in the number — it reflected her market value.
The lesson: aim high, but stay realistic. Ask for compensation that matches your proven worth, not a fantasy figure.
4. Keep It Simple and Direct
Judge Judy is famously no-nonsense, both in court and in business. She didn’t rely on flashy demands or entourages — just a straight, clear ask.
Her method? At negotiation dinners, she’d hand the company president an envelope with her terms and say:
“Don’t open it until you get home. Let’s have dinner first and then tomorrow you’ll tell me yay or nay.”
She even refused to accept counter-offers in envelope form, because to her, it wasn’t a “negotiation” — it was an acceptance or rejection.
5. Negotiate for Yourself
Unlike most celebrities, Sheindlin never used an agent or manager. She believes direct negotiation gives you more power.
“It’s much harder for the company who needs you to turn you down in person than it is to turn down some intermediary that is dealing for 50 people,” she said.
If you can, represent yourself in salary discussions. At the very least, be present in the room. Your conviction and confidence can’t be outsourced.
Judge Judy’s Career Takeaway
Even after leaving Judge Judy in 2021, Sheindlin continues working on Judy Justice and Justice on Trial. Looking back, she says her biggest career regret wasn’t a contract — it was turning down a cameo in Legally Blonde.
The ultimate lesson? Don’t undervalue yourself, don’t shy away from direct conversations, and never forget: negotiation is a lifelong skill.
