- Let the other side go first and anchor monetary negotiations.
- Establish a range, expect the counter party to come in on the low end. a. Counter by recalling a similar deal which establishes your “ball park” albeit the best possible ballpark you wish to be in.
- Be plesantly persistent on non-salary terms
- After initial salary is negotiated, define terms for success and next raise/promotion. a. “What does it take to be successful here?”
-
Question like “What does it take to be successful here?” helps define success and invests the counterparty in your success
1
What do you think you should be paid?
2
****Without range understanding****
“It’s early in the interview process, and I’m still getting to know the role and doing my research, but if you’re trying to fit into a certain range that would be helpful to know”
I’m still calibrating
****With range understanding****
Based on all the research I’ve done and conversations I’ve had, I’m thinking this role should probably pay $XX in terms of base salary plus bonus, equity and other benefits. I wonder if that lines up with what you’re thinking.”
https://fearlesssalarynegotiation.com/salary-expectations-interview-question/
1. Voss, C. & Raz, T. Never Split the Difference: Negotiating As If Your Life Depended On It. (Harper Business, New York, 2016).
2. Peck, E. What Do You Think You Should Be Paid? The New York Times (2021).