Salary negotiation can be tricky. You have a number in mind, but when the company gives you an offer, you have to decide: accept, counter, or push for more?
Many people immediately counter if the offer is much lower than expected. This can work, sometimes raising the salary by 10% to even 80%. But is it the best way to negotiate? Or could you get an even better deal with a different approach?
Should You Counter Right Away?
Countering immediately can work, but it may not always get you the best outcome. Here’s why:
- You might be asking for less than they’re actually willing to pay
If you respond too quickly, you could set your counter too low. Some companies have more budget than they show at first, so you don’t want to sell yourself short.
- The first offer is usually not their best
Many companies expect negotiation and start with a lower number. Instead of jumping in with a counter, asking about flexibility can get them to increase the offer before you even negotiate.
- A better strategy can get you more
Instead of countering right away, try saying:
“I appreciate the offer. Is there any flexibility in this range?”
“Can we discuss the full compensation package, including bonuses and benefits?”
These questions can push them to offer more before you even ask.
A Smarter Way to Negotiate
Want to maximize your salary? Here’s a step-by-step approach:
1. Don’t Share Your Number First
If a company asks what salary you expect, don’t give a number right away. Instead, say:
“I’d like to learn more about the role before discussing salary.”
This keeps you from aiming too low before you know what’s possible.
2. Ask Questions Before Countering
Before you counter, find out:
- Is there room to negotiate?
- What other benefits are included?
- How do raises and bonuses work?
Sometimes, the best deal includes more than just salary.
3. Aim High, But Be Reasonable
If the offer is too low, counter with a number 20-30% higher than what you really want.
Example:
If you want $120K and they offer $100K, counter at $140K.
This way, you leave room to settle closer to your goal.
4. Explain Why You Deserve More
Instead of just giving a number, add a reason:
- “Based on my experience and market rates, I was expecting something closer to X.”
- “Considering my skills and past success, I believe X is fair.”
Giving a reason makes your request stronger.
5. Be Willing to Walk Away
If the company won’t meet your needs, it’s okay to move on. The best way to negotiate is to have other options.
Key Takeaways
- Don’t rush to counter. Ask questions first.
- Let them reveal their flexibility before giving a number.
- Aim higher than your target salary to leave room for negotiation.
- Support your counter with reasons.
- Be ready to walk away if needed.
Negotiation is a skill, and the more you practice, the better you’ll get. Next time you get an offer, try this method—you may be surprised by how much more you can earn.
Notes from Drew
If you’re already in a leadership position and looking to advance into the executive level, negotiation is a key skill. Executives are expected to navigate high-stakes discussions, not just for their own compensation but also in business deals, partnerships, and hiring decisions.
Here’s how to sharpen your negotiation skills for an executive career:
- Master Data-Driven Negotiation – At the executive level, every negotiation should be backed by data. Whether it’s industry salary benchmarks, company performance, or personal track records, use facts to strengthen your position.
- Negotiate Beyond Salary – Executives negotiate total compensation packages, including equity, bonuses, benefits, and even contract terms. Learn to look at the big picture rather than just the base salary.
- Strengthen Your Executive Presence – Confidence and clarity matter in high-level negotiations. The ability to communicate your value persuasively can make a huge difference in securing a top-tier offer.
- Develop a Strategic Mindset – Think beyond personal gain. Executives negotiate with a long-term vision in mind, considering how agreements impact company growth, team dynamics, and market positioning.
- Leverage Your Network – The higher you go, the more important relationships become. Surround yourself with other executives and industry leaders who can share insights, open doors, and help you refine your negotiation tactics.
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