Hi Reader,

If you've been following our newsletter for a while now, you'll know that we always advise against sharing information early in the interview process that could give away your negotiating leverage.

But what exact phrasing should you use when the recruiter asks you for your number/range, who else you're interviewing, and other personal details?

In today's newsletter, we'll cover the top 3 phrases that people often say, but could be costing them tens of thousands of dollars when they reach the offer stage.

But first, sharing an upcoming live session we're hosting next week that you definitely don't want to miss:

live CASE STUDY SESSION NEXT WEEK

​Next Tuesday, 9/29, at 12pm PT, we're hosting a live Zoom session where we'll walk through one of our real client negotiations that resulted in a $215K / 41% increase over the initial offer.

​You'll see exactly how our advice played out, from the first recruiter call to the signed offer.

​In this workshop, we'll cover:

• ​The client's situation going in, including the role, the initial offer, and what was at stake.
• ​How we approached the negotiation, and the thinking behind the key decisions.
• ​What the client actually said and did at important moments in the process.
• ​What worked, what didn't, and the lessons you can take into your own negotiations.
• ​Q&A to help you apply all of this to your situation.

Register for the session here: https://luma.com/i6fbn0md​

1. don't say: "MY TARGEt COMP RANGE IS $200K - $250K."

Refrain from sharing a number or range this early in the process. If your number is below the company’s budget, you’re leaving money on the table. If your number is above their budget, you could risk the company thinking that your expectations are too far from what's realistic.

Note that the number you want might still be possible, but only after the team has fallen in love with you and you have an offer in hand, not while you're just one of the dozens of people the recruiter is screening.

When you’re asked about salary, you should keep things vague and tactfully deflect. Once you’ve impressed the hiring manager and team throughout the interviews, you’ll have more leverage to negotiate.

Note: this is a sponsored newsletter. If you check them out below, it means a lot to us and helps keep our newsletter going!

2. don't say: "Your posted range is below my expectations."

The best negotiators don’t try to get the best offer upfront. Instead, they focus on gathering information.

As you go through the interviews, you’ll learn more about the company. Maybe there's a big product launch coming up and the team needs to fill the role ASAP. Maybe critical team members have left and they're desperate to find backfills.

In the early stages, you should focus on learning as much as possible about the company’s priorities for the role (so you have more leverage to negotiate your final offer).

3. don't say: "I’m currently interviewing with META, GOOGLE, AND A FEW EARLY-STAGE AI STARTUPS."

Naming specific companies that you’re interviewing with is a bad idea. This arms the recruiter with data points on who they're competing with and helps them deduce the number they need to beat (which may be well below their true budget).

Alternatively, if the companies you're talking to tend to pay top of market but this particular company does not, the recruiter may believe your expectations are far above theirs and will hesitate to move you forward in the process.

Think about it: if the comp the company had in mind for you falls far short of what the competition pays, they'll assume the best they can do still won't make you happy. So then why go above and beyond to put together their strongest package for you? May as well focus on other candidates who seem more likely to accept.

On the other hand, if they’re in the dark about the competition, they’ll have to play their best hand in winning you over and give you the strongest offer they can.

Keep your cards close

What you don't say is just as important as what you say when negotiating compensation. It pains us whenever we hear job candidates willingly give away their leverage. Keep your cards close to your chest, while still staying cordial and collaborative!
​

Warmly,

Gerta & Alex

Founders, YourNegotiations.com

P.S. Are you job searching or have upcoming negotiations?

If you have an offer coming or are mid-process, we’re always happy to help you think through how to approach it. Book a free call here: https://calendly.com/alexhapki/call​

P.P.S. Know someone interested in negotiations?

Send them our way and we’ll thank you with $250 for each person who becomes a client. No cap.

A quick intro or an email to alex@yournegotiations.com works.