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First I discuss the role with them and what they are trying to do; listen to their vision. If it’s something I’m interested in and I believe I can help them achieve their goals, I’ll put a number out there of what I expect to be paid to help them achieve it. Before I establish a number I consider what is my absolute bottom and then I use an ideal salary (level appropriate) as the starting point. Sometimes they’ll throw out s number first, sometimes it’s me. Regardless, I’m there to negotiate.
When negotiating, speak confidently, know your worth, and ALWAYS ask for time to consider a salary proposal. If they offer you $X in an interview, make it look like you’re considering it, then respond with something like, “thank you for your offer, would it be alright if I took 24 hours to consider it?” Then, the next day write a detailed counter offer that outlines the reasons why your new number is better reflective of the compensation required for the role and responsibilities; leading a large team, new business requirements in addition to your normal responsibilities, etc etc.
Never share your current salary, because your new job is not apples to apples with your old one. Hopefully you’re trying to advance your career and not make lateral moves. If they ask, (it’s illegal to in NY) just redirect back onto what they’re asking you to do at their company.
@OP you’re welcome! I’m glad people find it helpful. The advice is applicable to all salary negotiations, as you should be negotiating at every level! (I’m looking at you Jr’s!) You should note that some companies cannot go higher than what they counter-offer. Don’t let that deter you, you can negotiate ANYTHING; a lesson I learned early on in my career. If they’ve reached their cap in the negotiation, ask for things like higher company performance % bonuses, individual KPI bonuses, extra time off, shorter vesting period for 401k, title bumps, etc.
I’ve even negotiated into my contract that I receive bi-annual salary reviews because they weren’t able to make my number but I really liked the agency. Six months in I reminded them that I was up for a salary review. I went in armed with quantifiable justification for a large raise (several large new business wins that I had direct input on), they even ended up giving me more than for what I had initially asked.
The best advice I can give anyone is to just ask for it. Whatever ‘it’ is, a company has no motivation to give it to you if you don’t put it on the table. Additionally, don’t use your current salary as a baseline for your negotiation. Do your research and find out what your new job is actually worth. During the negotiation you’ll come off incredibly knowledgeable and confident - you’ll be much more appealing than the candidate who may be just as qualified but didn’t demonstrate that they knew what was really expected of the job and the compensation required to do it.
👆 damn good advice
Asking past salary is illegal in California, too!
A bill was just signed in October that prohibits asking about previous salary in CA. This helps level out the playing field in terms of negotiating More detailed article below —
https://www.google.com/amp/s/www.ocregister.com/2017/10/12/in-bid-to-fight-gender-pay-gap-gov-jerry-brown-signs-salary-privacy-law/amp/
Thanks SVPCD1! Great advice.
👊
Best to think about it in two stages:
First stage is just a gut check on whether they could even get in a range that would work for you. So I’d give a number that’s helps establish that and figure out if they can stomach it. If not, then you’ve saved each other a lot of time and stress. If yes, I’d pursue the opportunity.
Second stage is once you have the offer - then you can negotiate again and get another bump