Hi Reader,

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This week on Gentle Power, we had a very special guest: Kevin Houng - an HR leader, former employment attorney, and one of Alex’s longest friends (think Halo marathons on the first Xbox back in 2001 😅).

Kevin has advised executives at major companies, scaled startups through rapid growth, and overseen compensation strategies at organizations from 10 people to 10,000. In short: he’s been on the other side of the negotiation table, and he knows exactly how companies think about pay.

We brought him on to answer the question we hear most often:

👉 “What’s actually happening on the company side when I negotiate my offer?”

Here are some of the biggest takeaways from our conversation:

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1. Companies don’t rescind offers just because you negotiate

Kevin has never seen an offer pulled just because a candidate asked for more. Offers may fall through if the company’s finances change, or if a candidate comes across as rude or entitled, but negotiating itself is not the reason.

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2. How budgets are actually set

• At startups, the founder or CFO is often setting the budget with a lot of wiggle room. This means more flexibility for candidates.
• At big companies, pay is more structured, often tied to “salary bands” and compensation algorithms - but even then, hiring managers can sometimes go above band for top talent.

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3. The recruiter is your messenger (and ally)

Most candidates negotiate with recruiters, not hiring managers. Recruiters usually have some leeway, but they’re also going back-and-forth behind the scenes to get approvals. The better your relationship with them, the more likely they’ll advocate for you.

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4. Red flags that really do hurt

• ❌ Coming across as entitled or dismissive
• ❌ Being abrasive or disrespectful
• ❌ Showing no genuine excitement for the role

Politeness and professionalism go a long way. It’s not negotiating that risks your offer, it’s how you negotiate.

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5. Negotiation is about more than base salary

If salary feels stuck, consider other levers: performance bonuses, sign-on bonuses, or extended benefits (like health coverage). Many companies are more willing to move on these than on base pay.

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Bottom line: Kevin’s advice is clear: always negotiate. The company expects it, and in his words:

“I’ve never seen a candidate get rejected for negotiating too hard. Most things in life are negotiable.”

Listen to the full episode for a candid inside look at how hiring decisions really get made:
[YouTube] | [Spotify] | [Apple Podcasts]

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Warmly,

Gerta & Alex
​Co-founders, YourNegotiations.com

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