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On Salary Negotiations

Vaidotas Piekus on March 28, 2019

"Negotiate your salary - ask for more!" This is one of those mantras that all of us hear all the time, but when push comes to shove, we...
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Marissa B

The dreaded "What are your salary expectations" question is a fickle one - for me at least. Either I say a number and show my hand, or I give a fluff answer to avoid the number which is annoying.

My happy-ish medium is giving a range to play with and that seems to appease most as an actual answer with wiggle room. Something between "generic number higher than my previous job" and "nearly silly but not insane". Is it optimal in terms of numbers? Probably not, but it's easier for me to casually roll with in conversation and gives a solid start to negotiation. I've found that a fair number of employers seem to avoid making an offer in the lower end of the range and will go more middle-ish (maybe to avoid looking bad a little?), which is higher than the singular number I would've said originally.

Except my mother. Five cents per tech support question she asks me for nearly 20 years now. Don't negotiate contracts when you're seven...

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Dave Cridland

Loads of great advice here.

There's another two tricks in the negotiator's book you can use:

When I enter salary discussions, I always explain that while I'm happy to discuss salary and suchlike, my wife looks after the money in the house and she'll have to "do the numbers", so I leave final say to her. This is sort of true - we do discuss these things - but the key here in negotiation is never to admit you can make the final decision. This means they won't expect you to say yes or no in the meeting - which is useful to give you thinking time - and also that they have to use indirect negotiation. They cannot simply sell you on the deal - they must sell you on the deal so thoroughly that you will sell your wife (or husband, or partner, or parent) on the deal. This inevitably drives them upward. Most people avoid this tactic because they feel it makes them look weak - perhaps it does, but it has the opposite effect.

Secondly, never name a number. If you're really pressed, start listing reasons why the number should be high, but phrase them as reasons why the number is difficult to pinpoint. If they still press you for a number, turn it around and ask what sort of range they were thinking of. Eventually they'll probably cave, but if not then give a wide range with lots of caveats.