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I always try to get them to name a number first. "What's the range budgeted for this role?" works most of the time. If they push back and try to get me to commit, I give a range that's higher than what I'd actually accept so there's room to negotiate. Your friend's situation is exactly why. They'll pay you as little as you let them.
Rising Star
Yeah, that’s solid advice. Asking “What’s the budgeted range for this role?” is easily the smoothest way to flip the script and force them to show their cards first. Most of the time they’ll actually tell you, and it instantly gives you the upper hand.
And you’re 100% right on anchoring high if they push back. I usually go 15-20% above what I’d happily take, then let them “talk me down” to something still above market or above my real target. It feels like they won the negotiation, but you’re the one who actually came out ahead.