Did you know that 58% of American workers do not try to negotiate higher pay after a job offer? Many people lose out before the negotiation begins because they fear asking for more than the starting salary offered. The truth is, until you overcome the psychological barrier that keeps you from negotiating in the first place, no strategies will help. So, figuring out where the reluctance to negotiate a higher salary offer for your work comes from is crucial.
Sometimes, due to common mistakes or insecurity, people end up earning less than their colleagues at other companies. Inspired by 'Never Split the Difference: Negotiating As If Your Life Depended On It' and 'Difficult Conversations,' this article will offer practical advice on how to prepare during your job search, establish yourself among other job candidates, and discuss salary details and compensation packages after receiving an offer. Let's go!
Salary negotiation tips
The right communication strategies and job interview preparation can help you confidently discuss your expected salary. And a decent wage can often encourage people to do their work with joy and inspiration to improve.
Don't lose the chance to make a good impression
"Our work, our relationships, and our lives succeed or fail one conversation at a time. While no single conversation is guaranteed to transform a company, a relationship, or a life, any single conversation can. Speak and listen as if this is the most important conversation you will ever have with this person. It could be. Participate as if it matters. It does." ― Susan Scott, 'Fierce Conversations'
After all, you might miss the opportunity to impress your new employer with your negotiation skills. Your knowledge of the salary negotiation process matters both personally and professionally. Employers recognize and value these skills. If you can show that you can negotiate calmly and sensibly, you will stand out. Understanding your salary expectations and what works for you is crucial when job hunting. Take this seriously; finding an offer that meets your needs becomes difficult without a clear goal.
So, how can you prepare and make salary negotiations as easy and productive as possible?
"Negotiation is not an act of battle; it's a process of discovery. The goal is to uncover as much information as possible." ― Chris Voss, 'Never Split the Difference'
Prepare before the hiring process
The saying "forewarned is forearmed" fits perfectly here. Start by researching current market rates. You must evaluate and analyze how you and your skills fit in the labor market. Be objective and honest when conducting market research to ensure that the resulting salary aligns with the market rate for your expertise level. While you may not find a specific amount, identify an acceptable range. It will be helpful to analyze the average salary level in the local market, that is, in your region.
Use online resources such as Glassdoor or LinkedIn for research: Consider job-seeking platforms and additional factors, such as the company's size and financial condition. These resources can help you benchmark the employer's offer against industry averages and prepare a compelling counteroffer.
2 Collect recommendations from acquaintances: Recruiters, hiring managers, or colleagues in your field from different companies. These professionals often encounter different vacancies in work, so they will be able to tell you about the salary range and what influences them.
3 Analyze the resumes of other job seekers with similar roles: It is essential to carefully examine candidates applying for a certain salary level with comparable skill sets.
Understanding the employer's "pain" points before the interview gives you an advantage. To do this, research and analyze information about the company or ask friends who work there. You can also ask a few questions to the recruiter who invites you for an interview. Remember to ask questions during the interview to understand the employer's needs better.
"What does a good babysitter sell, really? It's not child care exactly, but a relaxed evening. A furnace salesperson? Cozy rooms for family time. A locksmith? A feeling of security. Know the emotional drivers and you can frame the benefits of any deal in language that will resonate. Bend." ― Chris Voss, 'Never Split the Difference'
For aspiring marketers, delve into the company's marketing goals. Those seeking a sales manager role should explore the sales team's current challenges. Similarly, people pursuing an accounting position can benefit from understanding the tasks and issues the accounting department handles.
Define acceptable salary ranges
Are you prepared to demonstrate your true potential and distinguish yourself as the perfect candidate? This moment objectively evaluates both your hard and soft skills. Take stock of your experience, achievements, education, and training certifications — everything that has shaped your professional journey. Your base salary should align with the position's requirements and your qualifications.
"Ask calibrated questions that start with the words "How" or "What." By implicitly asking the other party for help, these questions will give your counterpart an illusion of control and will inspire them to speak at length, revealing important information." ― Chris Voss, 'Never Split the Difference'
There's always wiggle room in the first offer because they expect you to negotiate. Many HR professionals save salary discussions until after they have heard everything the candidate says about themselves and their skills. Based on this information, the employer calculates a particular candidate's financial compensation. Some companies postpone the salary discussion until they can officially offer a position. Most employers are open to negotiation and want to work with strong candidates to reach an agreement. Therefore, if the interview is ending and you have not discussed compensation for your efforts, feel free to start this conversation. Be careful; setting your starting salary expectations too low might lead to thoughts that you do not appreciate your work and, perhaps, are not as competent as you seemed at first glance. Therefore, the employer may refuse to hire you at all.
"Most people in a negotiation are driven by fear or by the desire to avoid pain. Too few are driven by their actual goals." ― Chris Voss, 'Never Split the Difference'
You should know why you want that specific amount
Employers often ask candidates to explain why they need a particular amount. Focus your response on your experience, achievements, qualifications (additional educational programs, certificates), and the scope of work involved. Never justify your desired earnings with difficult life circumstances, marriage, or children.
Psychologists recommend giving the employer a figure 10–20% higher than your target salary. By this percentage, your interviewer will likely try to reduce your request. As a result, you'll receive your desired salary while the employer feels they've negotiated a deal.
Here's a fascinating calculation presented by Chris Voss in 'Never Split the Difference:'
"1. Set your target price (your goal). 2.Set your first offer at 65 percent of your target price. 3.Calculate three raises of decreasing increments (to 85, 95, and 100 percent). 4.Use lots of empathy and different ways of saying "No" to get the other side to counter before you increase your offer. 5.When calculating the final amount, use precise, nonround numbers like, say, $37,893 rather than $38,000. It gives the number credibility and weight. 6.On your final number, throw in a nonmonetary item (that they probably don't want) to show you're at your limit."
Negotiate beyond salary, considering benefits and other perks
According to Glassdoor, three out of five people consider perks one of the most important factors when deciding to work for a company. Such bonuses help attract new employees and retain existing ones.
Also, the salary is affected by its amount and additional benefits (bonuses like health insurance, a signing bonus, advanced training courses, remote work possibilities, or more vacation days). The company may justify offering a lower monthly salary if the benefits package is pleasant.
Tips on how to be confident during the interview process to get a target salary
You need to answer confidently, calmly, and with clear reasoning:
"I am considering offers from $[amount]/annually since I have the necessary experience for your company and a track record of solving tasks relevant to you: (list the problems, the "pain points" that the potential employer brought up). Additionally, I have experience in a related field and with similar work specifics."
"Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It's about the other party convincing themselves that the solution you want is their own idea. So don't beat them with logic or brute force. Ask them questions that open paths to your goals. It's not about you."― Chris Voss, 'Never Split the Difference'
The hiring process continues when the recruiter voices the salary that satisfies the candidate. Participants then move on to the next stage, where they learn more about the company and demonstrate their qualifications. At this stage, you should state your specific salary requirements. But how do you determine this amount? Ask yourself these questions:
• Have you considered all the nuances you learned about during the interviews?
• Were additional responsibilities added to your role that weren't included in the original job description?
• Does the full scope of your tasks in a new role meet your primary expectations?
Even at this stage, after discussing with your potential supervisor, you can negotiate a higher salary than the previous range. It may be reasonable if the workload differs from your earlier discussions with the recruiter.
"Negotiation serves two distinct, vital life functions—information gathering and behavior influencing—and includes almost any interaction where each party wants something from the other side." ― Chris Voss, 'Never Split the Difference'
Don't be afraid to ask for a much higher salary if:
The company came to you through headhunters, specialists who look for the best candidates and lure them to the client company.
You have experience working in a large or foreign company, know several foreign languages, and have outstanding diplomatic skills.
You have additional education and a prestigious certificate.
The position involves irregular work schedules, frequent business travel, or harmful conditions.
Manage emotions and maintain composure
"Never be afraid of the conversations you are having. Be afraid of the conversations you are not having." ― Susan Scott, 'Fierce Conversations'
When preparing for an interview, showcase your strengths in a balanced way — too much confidence can lead to complacency, while being overly modest may work against you. Remember, this is likely the recruiter's first impression of you, so show them your true value. Share your past project contributions and developed skills confidently. By staying calm, confident, and genuine, you can present a positive attitude that shows you're ready for the role. Embrace the moment, and let your enthusiasm shine through. You've got this!
Key takeaways for negotiating higher salary on the job offer
1. Interview preparation reduces anxiety and shows employers that you are serious. Understanding the company's mission and values is essential to successful interview preparation. Your story should be clear, structured, and focused on highlighting your skills and experience. Confidence in your abilities will help overcome the fear of discussing your desired salary.
2. Focus on tone of voice, body language, and listening skills. These elements are crucial for interview success. Practice answering interview questions while working on your tone of voice and body language. Active listening and appropriate responses to the employer's questions are key to achieving a positive result.
3. Ask about company and team goals, plus the strategy of the department you'll join. Also, clarify the working conditions, desired salary, and perks early. Raise additional questions immediately — not days after accepting an initial offer. Doing so can leave a bad impression, and you will likely not gain anything.
Finally, remember that it is always worth trying to negotiate. While it doesn't guarantee more compensation, not trying guarantees you won't get more. Suppose you have been working for some time and want to talk to your employer about a salary increase. In that case, we recommend reading 'How to Negotiate Salary: Maximize Your Offer with Proven Strategy' and 'How to Negotiate Salary Offer via Email – Proven Strategies & Examples.'
Negotiate your salary with greater confidence by gaining knowledge from Headway
Interviews often create stress, and it's hard to talk to a future employer about money and a higher salary than they offer. While insecurity and fear can prevent people from achieving what they want, the Headway app has a selection of books that can give you effective, practical advice on diplomacy, negotiation, and conversation skills.
With the Headway app, you have a whole library in one place. It's also a very convenient tool because, in just 15 minutes, you can listen to a selection of books on the go. Knowledge gives you confidence and helps you grow. Grow with Headway!
