SALARY NEGOTIATION

Salary Negotiation is one of the topics I get asked the most about. After all, most of us work so that we can earn money. We want to buy a nice house, drive a nice car, go on holiday, retire early, all the usual things. So how can we maximise our earnings?

There are a couple of important factors in how much someone earns (and, you may have realised -it’s not often related to how good they are at their job!)

You probably have friends or colleagues who earn more than you. Maybe someone else got a promotion over you, or you found out how much a colleague earns. And you can’t help but think- why not me? Why are they earning more than I do?

Well, this guide will get you on the right track. Salary negotiation is quite simple, but it’s not easy. Using my strategies, I can make it as seamless and straightforward as possible.

1. Have Options

Good candidates have lots of job opportunities. You want the hiring managers to think you are a good candidate.

So let them know you have other options.

There is an art to this, so it has to be done in a warm, relaxed way. And you have to make them feel special. A conversation with a hiring manager might go something like this:

“I really love the look of this job- the opportunity to work with you on XYZ, the company values, they align so well with my skillset and ambitions, and I’m excited by the prospect of working with you on XYZ project. Just to be fully transparent, as transparency is very important to me- I do have a couple of other opportunities. I am seriously considering them, and the package that has been put forward is very attractive, but as the salary is not the most important consideration for me, this role is by far my favourite. Is there any wiggle room on the salary, and are you able to close the gap at all?”

Even better is if you get multiple job offers on the table and can use this to negotiate further.

Why this works

Look carefully at the language I’ve used above. There are few reasons why this is so effective:

You’re making the interviewer feel special. Too many people tell the interviewer that they have other opportunities in a dismissive way- like they don’t care if they get this job or not. But that signals that you don’t care. Instead, you want to let the interviewer know that you have options but that this opportunity is the one you want the most. The only thing they need to do is give you the right number.

2. Start strong

First impressions count. Your CV must be strong in order to maximise your salary. Not only does it set the tone for the whole negotiation, but it is a document that will be looked back on multiple times by hiring managers, HR, recruitment, and CxO level. If you want to get that first step right, check out my CV Writing advice here.

3. Interview mastery

Through the interview process, you can either increase your perceived value, or decrease your perceived value. But how is this done?

Having a clear and thought out strategy in your interviews will consistently get you job offers, and set you up to negotiate more money.

Use my basic tips below, and click this link to learn more about interviewing well:

• Strong eye contact

• Use story telling

• Turn the interview into a dialogue

• Interview the interviewer

• Close the interview

4. Be direct and be clear

Nobody wants to hire someone that messes them around. Hiring managers, HR, and recruitment want direct communication. Don’t insist on the interviewer "say a number first” when negotiating salary (because you heard it on a sales podcast). Instead, use a gentle approach that lets the hiring team share as much information with you as possible, without it feeling like you’re pushy. Watch the video below for an example.

5. Get them excited to hire you

Build excitement- restate how this is the favourite opportunity you are looking at, and that you have tonnes of ideas that you’d love to bring to the team. Be enthusiastic. Everyone involved should be excited about you joining. So when you start talking numbers, they want to do everything they can to help you get you on board (even if it means stretching the salary).

6. State your number

Sooner or later, you have to discuss what salary you want. They may be asking you to put a number forward first- that is completely fine. Think about your target salary, and add 10%-25% on. Let’s use an example- imagine you are currently on $75,000, and your target is $100,000. We’ll start the negotiation at $110,000.

Tell the hiring team and HR this, “I’m considering another role at the $110,000 mark. While that package is very strong, and I am seriously considering accepting that role, this job seems a much better cultural fit and I am much more excited by this job. I’m not primarily motivated by money but it is still important. Is $110k in budget?"

You’ve given yourself some nice wiggle room here, and even if they come down somewhat, you will still be close to (or above) your target salary.

One of the most common mistakes I see is people suddenly getting greedy- dreaming of bigger and bigger salaries. If they come back to you and say “we can’t match that”, simply respond by saying, “As I said, this is my preferred role- what kind of number can you do?”.

There may be some back and forth at this point, but you will be close to their maximum, or at least the most they think your current experience warrants.

6. Accept the offer graciously

Congratulations! You have negotiated a new, higher salary. Remember the salary negotiation process and use it every time you look for a new role (ideally every 2 years). Remember, people tend to jump up salaries every time they move, so get in, do a great job, and keep an open mind and an eye on new positions. Network as much as possible. Work hard, and most of all, have fun.