When it comes to talking salary during the interview process. I know people say to let them make the first offer. But when that happens do you still try to negotiate up?

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No. Negotiating up is only for when YOU make the first offer.

So you say “I want $100k”

And they say “ok”

Then you negotiate up by going “actually I meant $120k!”

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Yeah. That’s the purpose of getting them to make the first offer. They say $100k knowing that you’ll ask for more. You’ll say $120k. Maybe you’ll both settle on $110k.

likehelpful

If you want 120, say 120 before giving them a chance to “anchor” the negotiation at 100. Whoever says a number first has the power to set the goalposts for what’s a reasonable counter-proposal, so unless you are totally clueless about what your desired salary should be, you should talk first.

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Yes. Absolutely. That's the point.

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I feel like I need a highlight reel of all the different versions of this comment I’ve made on FB:

Do your homework to determine a) what you’re worth in the market and b) what you’re willing to change jobs for. Then YOU say the first number so you can set the anchor for the conversation that follows. The idea of “leaving money on the table” by bidding first is a scenario that can only happen if you are ill-informed about (a) or (b).

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