Hey friends,

If you've followed our newsletter for a while now, you're probably familiar with one of our top negotiation tips:

This tip also tends to get the most pushback, so we wanted to dive deeper into it today.

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Kick off 2026 strong: live negotiations Q&A on Wed, Jan 28 @ 12pm PT (+ free gift for attendees)

Quick PSA: We’re hosting our first negotiation Q&A of 2026 on Wednesday, January 28th at 12pm PT. This is your chance to get live input and real-time feedback from us on all your negotiation questions as we kick off the new year.

We’ll also be sharing a special gift with everyone who attends 😉

RSVP here, and feel free to forward this to anyone who could benefit: https://luma.com/tgz36527​

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Is there ever such thing as "too much excitement"?

People often ask us:

• "If I show too much excitement during the interviews, wouldn't that make me look desperate?”
• "Shouldn't I play it cool to make a company want me even more?"
• "I have multiple offers. Isn't it better to pit the companies against each other by playing hard to get?"​
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No. Showing enthusiasm for a job actually gives you more power in negotiations, not less. Here’s why:
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​1️⃣ Culture and team fit is the final differentiator in today's tough market: We're in an employer's market these days. Competition for jobs is fierce, and it's not uncommon for a single role to have hundreds of perfectly qualified applicants. The trend we've been seeing is that by the time a company has narrowed down to their final list of candidates for a role, every one of those candidates is more than qualified to meet the responsibilities and skills that the role requires. So one of the only differentiators a company has left in deciding who will get the job offer is the candidate who makes for the best culture and team fit. The best way to signal culture and team fit is by showing enthusiasm for the role.

2️⃣ It shows you’ll be an asset to the team: Employers aren’t just looking for skills, they want someone ready to crush it in their job. Enthusiasm shows you'll be motivated to onboard quickly, show up every day to do your best work, be a pleasant co-worker to work with, and present as less of a flight risk (i.e. you're committed to stay at the company for the long-term).
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​3️⃣ It will boost your chances of receiving the offer: We've both been on the hiring end of interviews, from startups to big tech companies, and teams would almost always score higher the almost-perfect, excited candidates versus the perfect (on paper) but lukewarm-attitude candidates. The former demonstrated that they could be coachable and motivated to improve themselves in the job.
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​4️⃣ It will boost your chances of getting better offers: If employers see that you're all-in on the role, they’re more likely to go the extra mile to make it work for you. From a recruiter's perspective, why not give concessions and sweeten the pot for a candidate who seems likely to accept?
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How to show excitement the right way​
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​▪️ Get specific: ​Instead of a vague “I’m excited for this role,” explain why. Try something like, “The company's focus on innovation really resonates with me because of my background in [your expertise/past experience where you leveraged innovation to accomplish a work project].”​
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​▪️ Stay professional: ​Enthusiasm ≠ over-the-top gushing. Keep it warm but polished.
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​▪️ Connect it to your value: ​Pair your excitement with confidence in what you bring: “I’m excited to use my skills in [X] to help you achieve [Y].”​
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All else equal, hiring managers want someone who’s excited to join the team and for the work the role entails.

Companies want someone who is committed to the job for the long-term and won't just bail six months in for a higher-paying job.
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And most importantly, the team is more likely to advocate for a higher compensation package if they know you're genuinely excited to join if the compensation were better.

Best,

Gerta & Alex​
​Cofounders, YourNegotiations.com

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

Book a free call with us, where we’ll learn more about your situation, offer some free tips, and explore if we’re a good fit to work together: https://calendly.com/alexhapki/call​

P.P.S. Know someone who could use our help?

Refer them and earn $500.

We’ve paid out thousands to people who just made a simple intro. If your friend becomes a client, we’ll send you $500 - no strings attached; just our way of saying thank you for spreading the word.

Simply send an intro email to alex@yournegotiations.com and your friend.

See all the details of our referral program on our website here.