Estimated Runtime: ~8 minutes
Most people dread negotiation because they see it as conflict. It's not. A good
negotiation is a collaborative problem-solving conversation. The employer wants
to hire you — they chose you. You want to work there — you've been pursuing
this. Both sides want a deal. The negotiation is simply about finding the right
terms.
Step one — express enthusiasm. This takes ten seconds and sets the entire tone.
"I'm really excited about this opportunity and I believe I can make a
significant impact." Never skip this. Never start with "I was hoping for more
money." Step two — present your counter backed by data. "Based on my research of
market compensation for this role in this market, and considering my specific
experience in X and Y, I was hoping we could discuss a base salary in the range
of one hundred ten to one hundred twenty thousand." Notice the structure —
enthusiasm, data citation, your specific value, a range anchored at the high
end.
Step three — and this is the hardest part — pause. Stop talking. The inclination
to fill silence is overwhelming, but resist it. After you state your number, let
it sit. The first person to speak after a number loses leverage. Step four —
when they respond, collaborate. "I understand the budget constraints. How can we
work together to get to a number that works for both of us?" This positions you
as a partner, not a combatant.
They'll say "this is our final offer." It almost never is. Ask about other
components — bonus, equity, signing bonus, start date flexibility. They'll say
"we don't negotiate." Ask about a performance review with a guaranteed salary
bump at six months. They'll ask what you're currently making. Redirect: "I'd
prefer to focus on the value I bring and market rates for this role." Script
these responses. Rehearse them. When the moment comes, muscle memory takes over.
Script your negotiation. Practice it aloud. Use the four-step framework. Express
enthusiasm. Present your counter with data. Pause. Collaborate. Next lesson, we
go beyond salary to negotiate the full compensation package.