As a recruiter, I’ve negotiated hundreds of job offers ranging from €80K to €500K.
While most candidates settle near the lower end of the salary range, a select few manage to push their offers to the maximum, achieving increases of 20-50%.
The key difference between these outcomes often lies in how candidates position themselves throughout the process.
This article will walk you through the essential steps to negotiate a top salary for any job.
The Three Questions That Shape Negotiations
Early in the recruitment process, recruiters aim to uncover three critical pieces of information:
- What is your current or expected salary?
- Why are you looking for a new job?
- Are you interviewing anywhere else?
These questions are more than casual inquiries - they hold the power to influence your negotiating position. Your answers to these questions set the tone for future discussions, and approaching them strategically can make all the difference.
Let’s dive into how to handle each of these questions effectively.
1. The Salary Question
Companies inquire about your current or expected salary to assess affordability and gauge if you’re a potential fit for their budget.
However, this question can also serve as a negotiation anchor, potentially limiting your future offer if answered carelessly.
- If Asked About Your Current Salary:
While it’s OK to ask expecations, your current salary is a your private and confidential information. While many companies are moving away from asking, many still do!
Politely decline to share confidential information. For example:
“I am unfortunately not able to disclose such details of my current employment contract due to the confidentiality clause. But maybe you could give an indication of the company’s budget for this role?”
- If Asked About Your Salary Expectations:
Unspoken rule of negotiation is: the one who shared their number first - lost.
So redirect the question to understand their range first as a 1st attempt:
“I’m excited about finding the right fit, and salary isn’t my primary motivator. With that in mind, could you share the budget for this position?”
- If Pushed for a Range:
Some companies may be able to share their budget while others won’t and will push for your expected salary. The below answer sets you in strong position and will give a soft hint to a company that you have other options to consider.
“I am currently being considered for roles in the range of X to Y. But as I mentioned I am open for discussions on a salary as my number one priority is the right fit.”
By focusing on the company’s budget and keeping your answers strategic, you maintain control and set yourself up for a better offer.
2. Why Are You Looking for a New Job?
This question may seem straightforward, but your response can significantly impact your negotiating power.
What NOT to Say:
- Avoid mentioning desperation or urgency, such as needing a job due to financial constraints or impending redundancy.
- Don’t disclose negative circumstances like internal conflicts or dissatisfaction at your current workplace.
You want to avoid conveying, “I need this job.”
Instead, aim to communicate, “I want this job, but I don’t need it.”
Refrain from sharing private details, such as an upcoming redundancy or an undesired transfer, as these can weaken your position.
What TO Say:
Focus on positive motivations, such as:
- Seeking professional growth.
- Wanting to take on new challenges.
- Aligning with the company’s mission and values.
By framing your response around opportunities for growth or alignment with company values, you not only position yourself as a thoughtful candidate but also as someone who carefully selects their next move. This mindset often appeals to recruiters and hiring managers, who seek confident, career-focused professionals.
When you present yourself as someone who wants the job rather than needs it, the company will feel the need to work harder to win you over.
3. Are You Interviewing Anywhere Else?
Recruiters ask this question to gauge the likelihood of you accepting their offer. They want to know if they’re competing with other companies, as this could lead to you withdrawing from the process or rejecting their offer - potentially disrupting their operations.
What to Say:
Even if you’re not actively interviewing elsewhere, avoid stating that you’re solely focused on this opportunity.
Never lie about your other processes, but your choice of words can make a significant difference. For example, even if you’ve only applied to other roles and haven’t heard back yet, you can truthfully say:
“I’m being considered by a few other companies, but these are still at early stages.”
This keeps your options open while maintaining credibility.
Transparency in your answer is crucial but doesn’t mean you have to overshare. Strategically framing your response ensures you communicate confidence without revealing vulnerabilities that could weaken your position.
Why It Matters:
Ideally, you want to have multiple opportunities in progress and aim to receive more than one offer by the end of your job search. Having competing offers is the strongest negotiation tactic you can use throughout the process.
That’s why it’s essential to interview with several companies. Even if you’re not particularly excited about a certain role, continuing the process can still be valuable. A “less desirable” offer might help you leverage a better offer from your dream company.
Final Thoughts
Offer negotiation isn’t about a clever phrase you use once you receive an offer.
It’s about controlling the narrative, strategically answering key questions, and maintaining confidence throughout the process.
How you ask for an increase is certainly important, but what the company responds with depends entirely on the groundwork you’ve laid beforehand through careful positioning.
Negotiation is a skill, and like any skill, it improves with practice and preparation.
Approaching negotiations with preparation not only increases your earning potential but also demonstrates the professionalism and confidence companies value.
Each negotiation is a step toward mastering this vital skill and securing the career you’ve envisioned.
Remember: You don’t get what you deserve—you get what you negotiate!
Let your next job offer truly reflect your worth.