Hi Reader,

Ever heard a recruiter or hiring manager say, “I don’t wanna play games—just tell me your preferred number”?

Chances are, you’ve also thought, “Exactly! I don’t want to play games either. Let’s just be direct.”

But is sharing your preferred salary the best move? Here’s why it might not be.

Why Companies Say It

• They want you to anchor first. Once you toss out a number, they can shape the discussion around it—often saving the company money if it’s lower than the top of their budget or quickly disqualifying you if it’s much higher than the top of their budget.
• They play “good cop”. “I don’t want to play games” sounds friendly but can be a tactic to get more info from you before revealing what they can offer. Otherwise, why don’t they just share *their* total budget for the role?
  • Side note: Remember, the total budget for a role is a very different number from the top of the salary range that some companies post on their job descriptions. The salary range doesn’t have to be truthful, and often isn’t, because it would give away all their leverage. So when they share the salary range, whether in the job description, job post, or on a call, you can still ask for their total budget for the role, as it matters a lot more. The total budget is the absolute maximum the company is willing to pay for the role.

Why Applicants Say It

• Negotiation feels uncomfortable. Many job seekers want a straightforward conversation, fearing a drawn-out back-and-forth will sour the employer’s perception.
• They don’t want to be seen as uncooperative. Applicants worry about “rocking the boat” and losing the offer altogether.

The Real Problem with “No Games”

1. You might undersell yourself. If your “ideal number” is below their budget, you’ve basically set your own cap.
2. You might scare them off. If your number is “too high” (according to their perceived range), they may walk away without exploring middle ground.
3. You compromise future earnings. Accepting less today compounds over time—in smaller raises, smaller bonuses, and even smaller future offers.
4. You demonstrate lack of a core business skill. If you give a number when they say “I don’t want to play games”, you show that you fall under pressure, and that you don’t know how to navigate a potentially tricky conversation in a way that still maintains your leverage.

3 Ways to Stay Strategic (Without Seeming Cagey)

1. Politely Deflect​
   ​Invite them to go first, preserving your leverage.
2. Express Enthusiasm​
   ​Show genuine interest to reduce the sense of ‘playing hardball’.
3. Focus on Mutual Fit​
   ​Helps you gauge how mission-critical you might be, which strengthens your negotiating position.

Bottom Line:

Avoiding “games” doesn’t mean abandoning strategy.

Sharing your target salary too quickly could leave money on the table or jeopardize the offer altogether.

Embrace a little discomfort to secure a package that truly reflects your worth.

If you’re feeling uneasy about pushing back—hit reply or book a free call with us.

We’ll walk you through the exact scripts you need to keep the conversation direct and friendly—without giving away your biggest bargaining chips.

Thanks,

Gerta & Alex
Co-founders of YourNegotiations.com

P.S. If you find yourself second-guessing every word you say in a negotiation, check out our previous newsletter on three negotiation pitfalls—even seasoned pros sometimes slip up!