Why Most People Fail at Salary Negotiation
Only 37% of people negotiate their salary. The most common reason? Fear.
But here's what they don't realize: not negotiating is the riskiest move of all. Every dollar you don't negotiate at the start compounds throughout your career.
The FBI Approach to Negotiation
Our negotiation framework is based on techniques from Chris Voss, former FBI lead hostage negotiator and author of Never Split the Difference. These same tactics that resolved international crises work remarkably well in salary conversations.
Tactical Empathy
Acknowledge the other side's position before making your ask. This builds rapport and reduces defensiveness.
"I know you've probably had candidates asking for more money, and I'm sure this budget was set carefully. Given the scope of this role and my relevant experience, would a salary of $X be possible?"
Mirroring
Repeat the last few words of what they said as a question. This encourages them to elaborate and often reveals their flexibility.
Them: "This is really the top of our budget range."
You: "The top of the budget range?"
Calibrated Questions
Instead of making demands, ask questions that lead them to your desired outcome.
"How can we make this work?"
"What would it take to get closer to my target?"
"Is there flexibility in other areas of the package?"
Your Negotiation Playbook Includes
- ✓Word-for-Word Scripts — For responding to the offer, counter-offering, and handling pushback
- ✓The Anchoring Strategy — How to set the right starting point
- ✓Beyond Salary — How to negotiate signing bonus, equity, PTO, and more
- ✓Market Research Guide — How to know what you're worth
- ✓Competing Offers — How to leverage other offers ethically