Salary Negotiation - What Career Coaches WON'T Tell You ( EXACTLY what to say )
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Welcome to today’s video, where we dive into the art of salary negotiations. Have you ever found yourself freezing up when asked the dreaded question, “What sort of salary are you looking for?” Well, fear no more! I’ve got you covered with the exact phrases you need to ace these situations.
In this video, we cover the golden rule of salary negotiation - never be the first to say a number. We also discuss specific phrases to spin the conversation in your favor, techniques to avoid the salary trap, and how to handle lowball offers.
But that’s not all. We’ll also explore the various pressures companies put on you to sign quickly, including emotional appeals and “take it or leave it” propositions. And if all else fails, we’ll show you how to negotiate non-salary benefits.
So, if you want to learn how to negotiate a higher salary like a pro, you’ve come to the right place. And for those who are already rich, we’ve got a Patreon link down there. Don’t forget to like and subscribe, and leave a comment to let me know what you think. And if you have any topics you’d like me to address, feel free to reach out via email, IG, Discord, etc.
Something different today! I guess the April fools joke is that I made something useful! If you enjoyed it, leave a like!
I've included the phrases down below for you to put in your emails - Copy / Paste / Modify them if you want:
_________________________________________________________________________________________________________
Deflection Technique 1 - The Reversal: ‘Before I give you a number, can you please provide me with the salary range for this position?’ The direct solution.
Deflection Technique 2 - Neutralize: When asked for your salary expectation, neutralize it by saying something like, ‘I’m looking to stay right where I’m at,’ then give a number that’s 10-15% higher than your current salary. They don’t need to know that. Go higher if you’re brave enough.
Deflection Technique 3 - The Polite Stall: If they won’t budge, try, ‘I’m sure your company has a fair and competitive compensation structure. I’d be more comfortable discussing salary once we’ve determined that this is the right opportunity for both of us.’ You can also use this as a way to show you're serious about finding the right fit and not just chasing a paycheck.
Also, consider these more polite roles:
“I’m open to discussing salary, but I’m also interested in learning more about the company’s compensation philosophy and how salaries are determined. Could you share more information about that?”
“I’m hoping to find a role that aligns with my skills and experience and that provides a fair and competitive salary. Based on my research, I believe that a salary in the [insert salary range] range would be appropriate. How does that range align with the company’s compensation structure?”
[ Non-salary Options ]
They won’t budge on dollars? Try this:
“I understand that the salary might be fixed at this point, but I believe there’s room for negotiation in terms of non-salary benefits. Considering my commitment to the company and the value I bring to the table, would it be possible to discuss enhancing aspects like additional vacation days, an increased signing bonus, or a more substantial equity package? I’m confident we can find a mutually beneficial arrangement that reflects my worth while still respecting the company’s budget constraints.”
Thanks for writing it down!
Depends WHEN they ask. At the beginning of the recruitment process they are looking to eliminate you ... not accommodate you.
How much should you tell them that you’re making or you’re worth?
Take your highest paid coworkers rate and add another 5%-15% to that. And that’s your current worth.
If you tell them what you’re actually making they will offer you less money than that.
It happened to me and because I was out of options I took it.
Thanks a lot for this super useful video, I used to check the salary for similar positions elsewhere and then ask for 20% more of it, then I would let them lower it a bit and I would be fine. And yeah it is super annoying when they ask beforehand your expected salary, now I will take this video as a source to troll them and make it a pain on their a$$e$ and not mine when thinking about what to put.
Deflection Technique #1 would be my preferred method. Simple and to the point. My philosophy is if a company can't be straight forward with me in return then I'm not interested.
I used Josh's tips and finally made over $100k as an Engineer after 5 years of working. I was one of those dudes that just went to work, head down and just got things done. Then I got tired of constantly taking on other people's work so i made the move. A lot of Josh's videos are extremely helpful.
That took me 8 years as an engineer. Good job! I also started my career during the last financial crisis, so that did not help much.
Wow, engineers are fighting for $100k? I thought that was a given lol.
@@josephk6136 Hell no. Everyone thinks we're ballers. I know many people who started in the 45k - 55k range as engineers. Our professional organizations do shit all to be ambassadors for us when it comes to compensation. They just collect their fees.
@@josephk6136 It depends on the location. I'm in Alabama and am just at 95k after 3 years. In California or New York that'd be poverty wages, but here it's very comfortable.
Congrats man. Josh’s videos are great I agree. He’s very generous with his insights into this stuff.
Remember “No” is an acronym for New Opportunity.
When I was working day labor years ago, something a coworker said left an impression and has been backed up by corporate types as well: "if a boss buys you lunch, they're not going to pay you sh*t."
So damned true. If they're happy to buy you lunch, then you're taking in the shorts and they want you to be happy about it.
Same to all the tools who work at places with cool games in the breakrooms, or free snacks and fancy beverage machines: They could be paying all of you more, but it's cheaper to get you to emotionally invest in their "generous" office culture.
Wasted so many years at a company that did this.
damn my boss is lying to me
This depends on the company and their culture. I literally had a person buy me lunch for a sales job and sales jobs do not pay jack and are generally commission based. It all depends on WHY they are buying you lunch. Are they doing it to get to know you more or what?
Yes my company does this but unfortunately right isn’t a good time for me to go . Many people quit though. If it weren’t for school i would leave in a heartbeat
Josh: A good trick about not disclosing your previous salary is telling the recruiter something like: "I cannot disclose my salary because of my previous non-disclosure agreement with my previous company." At least, companies here in Latin America force you to non-disclose your previous or current salary.
How did I forget this. I've even mentioned it before, and used it myself. Ugh. However - I feel like when I use this they side eye the shit out of me. I've used it for job gaps and got the same response. It's the "I plead the 5th" answer.
@@JoshuaFluke1I thought that it was illegal to prevent an employee from discussing their salary.
@@DrewStyons unless it’s an excluded industry. But yeah that’s why they side eye you.
In one interview (in Accenture) they asked me to provide the history of my salaries in all companies from the last 7 years, I laughed and declined and told them I got another offer which I'm taking.
I wonder what they would say if you replied with “ Alright. In fact I am also going to need your full business report for the last 7 years to asses whether you are paying me fairly based on previous success, gotta make we don’t lose an extra dollar, don’t we ?”@@LivingOrganismFromMarsAndVenus
I LOVE the phrase "I'm interviewing for positions in the range of $X and $Y." This shows you won't play their game + it introduces a sense of competition and keeps the conversation moving forwards to how you fit. Great content as always, Josh, love your work (from a Career Coach)
I doubled my salary by doing this. Worked amazingly
That is a clever way to phrase things.
Hi there, I've actually been planning to speak with a career coach because of a Ted talk video I watched. Would you have any recommendations for how to locate one? I was thinking to call a couple of local colleges here to see if they have any career coaches orrrr if there are any online career coaches? Sort of like how people can get personal therapists through the internet
I have no college education and no desire for one. However, I think I would consider it for a few fields.
@@rajsidhu it does help, thank you much!! You are appreciated!
Thanks for mentioning the part of "future promises" part of salary negotiations. My current employer did that shit to me where he promised that my salary would increase after 6 months based on performance reviews and that I might earn more than market right a year down the line. Turns out at the 6 month mark, he did not give it to me because of his absurd expectations.
DO NOT FALL FOR THE FUTURE PROMISE OF INCREASED SALARY
Exactly my experience.
exactly my experience too
Same happened to me. I was promised after 6months, nothing happened. He said 6 MORE MONTHS, after that still nothing. Now im thinking of asking for that promised raise or quite of he refuses again.
Get it in writing AT six months, otherwise twenty years is technically after six months.
You need to make sure that this is baked into your contract from the getgo by an additional sentence with exact numbers. That easy. Don't listen to just words, but make sure everything is on paper, that you and your boss sign. At the end the papers count. 📃
"Not just chasing a paycheck" Come on now, let's not kid ourselves. All we're doing is finding the best paying & most tolerable job we can get.
-if its not in writing, its not real.
-dont delay getting paid now for a maybe different amnt in the future
-dont accept a lower "training period / adjustment period / trial period" pay. when you work, you get paid fully.
-overtime is not automatically excluded from salaried positions. you can still negotiate OT with salary.
As someone who hires people I will say that when we finally are making an offer there is something about that candidate that we really want. After sifting through dozens and dozens of resumes and half a dozen actual interviews and second interviews by the time the offer process starts you are pretty well positioned for salary negotiation. All these tips are excellent questions!
I ALWAYS counter with the salary range question and it’s never failed once. I jumped about 30% from my last job.
For the little experience I have in these negotiations, I think the most important is the willingness to walk away. You can't really negotiate without the ability to just stand up and walk out if it's not going your way. Probably the reason why you should try to find jobs while having one already.
This is the only thing that matters. If you are in no position to negotiate, then you have no negotiating power, and you will not be treated fairly because the hell should they?
Always know your worth! That’s one of the biggest things. They will always try to lowball you. Best negotiating technique is to always be willing to walk away if the deal isn’t good.
If you really have skills they will tell you the rate before you interview.
@@AFuller2020 not really, some are just sleazy from the getgo and won't tell you even going into a 3 hour technical interview. That + shitty glassdoor reviews are your cue to walk away.
This this this. I ALWAYS get the rate BEFORE the interview as well. Save everyone time and energy (mostly for myself).
What if the potential employer refuses to say their salary range and just continues asking 'What would be the ideal salary for you?' even after I flipped the table by asking their salary range? (FYI, this actually happened to me a few times during my many job applications.)
I got you.
"According to current market data, a fair and competitve salary range for this position with this experience is X, and I'm looking to stay right about where I am" - then give a number 15% higher than you make.
@@JoshuaFluke1 Awesome, thank you! 🙂
@@JoshuaFluke1 i like it and I needed that kind of answer.
Ca they ask for proof of salary after you tell them +15%? In California at least
@@channelwhoa66 Not a lawyer, but unless you voluntarily tell them, there's almost no way they can know exactly (they can make a close guess though). Even within the company, compensation data is supposed to be highly secured. Recruiters asking your current job for your salary will never happen.
I was making $70K as a software engineer with a few years experience, then I got another job offer for $110K + bonus. When I went to leave for that job, I get an offer to stay from my current company for a little over $100K. Companies don't like when people jump around every couple years, but when you can get salary increases of almost 40% by getting another job with equal experience, what incentive is there to stay when raises are only matching current inflation? Crazy to me how disconnected from reality corporate has become. Hopefully we can move to a point in the future when salary becomes more transparent and corporate elitism goes away. Thanks for the videos man!
also remember guys sometimes is easier to get a new job with a better salary than waiting for a raise (this was my experience in most tech companies)
Never fall for the lowball offer with promises of "future growth". That will invariably be a load of BS. The only exception is maybe a startup, but then you can follow the tip about suggesting equity-based compensation as well.
For my last raise, I gave them a minimum which I knew was their around their max and a max which I knew was unrealistic. I felt giving them an unrealistic max would make them feel like they did something when in reality, I was 80-90% confident my min was already their max. This netted me a 11.1% raise last month.
What I've done just about every time is tell them I'm making about 10k more than I really am, and that I'd like to move up a bit to make the job switch worth it. It's worked every time that I've been in a position to be able to do that.
Also, the previous salary thing is illegal where I'm at, but that doesn't stop them. I was in an interview once and the guy asked for the salary of my last 3 positions. I said I'd give them that information if they gave me the salaries of the last 3 people that held the position I was filling. His answer was "fair enough" and nothing else was said lol.
haha well done, that was pretty fast of you.
Watching paperwork is key too. My current employer puts all of their salary and employment agreements through HR. When I got through the hiring process and went to HR for the final paperwork they asked me to sign another employment agreement. During the previous process the salary range was 21-24/hr. Since I have 8 years of xp I was negotiating for the 24. HR handed me paperwork that listed 17/hr! What followed was hostile negotiations where the department that wanted to hire me wasn't even involved, it was just HR trying to low ball me our of a job. I did get 21/hr but only by giving up the medical benefits package and they wouldn't negotiate beyond that. I also later found out that, I'd been told and expected 9-5, m-f, the department I'm working in almost always works 6-7 days a week!
What industry is this and what is your job title? Sounds like you need some credentials, a trade and an entirely new set of skills. 21-24 and hour is not the move. $17 is just below basic living. I would encourage you to find another field of work that will reward you and respect you and your time. Life is to short to fight over 40-50k a year only to be given 35k.
@@herbertscott9575 probably sales,l.
@@herbertscott9575 Employer: "We will increase your salary after 6 months". You: "Allright. Then see you in 6 months".
@@alecstahl2387 🤣💀⚰️
I high suggest going back to school online part time to get u a degree to qualify for better jobs to increase your salary so u don’t have to deal with that.
Been in this field for 25 years. For last 15 years, I've consistently gotten offers for exactly what I wanted, even if it's outside of their posted range. If I want 130k/yr, my script goes like this "Well, I'm at a comfortable salary now which is 125, but , I could get by with a small bump above my current pay if benefits are good and the projects are more exciting." They always come back with a minimum of 5k over what I told them my current salary is.
25 years thats a wealth of experience, how would a junior frontend developer negotiate or would taking anything be a good idea, some companies simply don't look exciting based off the product they're selling.
@@Developer888 I would have a project on github and let an employer look at the repo. If possible, have the full lifecycle of the project stored, including all commits, make use of the issues and wiki features too. Even if you are the only one working on it. This shows them you know how to code and know the tools they will be using (or similar). I’ve hired juniors and mids based on this alone at the top or sometimes above our posted salary range.
@@Developer888 Get your Git repo packed, clean up your code and get on stack and post a few every week.
This salary negotiation thing is one good reason for those who think that women get paid less - they are scared of asking too much therefore losing the job opportunity (as it mostly the case with mentioning too high number in Europe).
Discussed this thing with a lot of women friends, all of them are pretty much on the safe side of things - don't ask for too much, "you gotta appreciate the culture" etc.
Totally agree, it's not just a woman thing but yeah, people avoid confrontation like the plague. Reminds me of that part in fight club where they had to get in a fight with a stranger and it was almost impossible to do so.
@@ItsOKtobeNormal it's understandable, knowing how in US you could send out literally hundreds of applications and still only getting 1 interview and then asking for high number... I get it, but it's a crappy process - why not just ask for more.
As a recruiter, I approve this message (not that anyone needs my approval 😁). Great video, Josh!
live like royalty
:(
I got a 13% raise at my current job by building up my leverage then using it. I was doing 3 jobs (literally 3) and hinted that I was looking, and asked for a pay increase and a workload decrease and got what I asked for. I was surprised because I thought I'd have to leave to get what I wanted.
Times have changed, if you work hard and add value leverage is on your side. If you watch TH-cam and complain about work life balance, you don’t have leverage.
Since you we're doing work of three people it means you lost 187% and made the company that amount of profit... what kind of leverage is that?
If you get the increase, it means they KNEW they were underpaying you. An additional slap in the face.
This is golden. Thank you! I always reverse the question, 'Well, what's the budget you have in mind? As I wouldn't want to overstep my mark by giving too high of a figure'. Works every time :)
Gold 🎉
Good advice. When I was negotiating my current job I almost gave my salary number but asked for what they thought was fair and got 12% more than I was going to ask for.
I had an interview a few weeks back and I asked what the typical salary is for the position. The hr lady gave me a salary number and I said “that sounds fair to me”. I get a call back 10 minutes later and she says in a snarky attitude; “just curious, why do you think $70,000 is an appropriate amount for this position, and have you seen any other positions offering this much?”. I was like bruh… I heard it from you…. Also SWE position are typically more
I definitely effed up with rule #1 in an interview back in Dec. Never making that mistake again.
That said, I immediately got another job by learning from my mistake. Currently employed at a utility company. Seems safe.
Technique number 2 is my go to and is directly responsible for my salary going up exponentially. I almost always add 20-30%
Thanks Josh. I separated from active duty military a couple years ago, decided I wanted to go to college and get into the corporate work force. The military has a weird way of breeding 'loyalty' and doing what's in the best interest of the organization. I was used to working, at worst, 70 hour work weeks. I have been with my company for a year, applied for various positions a pay scale higher than where I was. HR tried to pay me the bare minimum for the pay scale for the position I applied for. I was able to negotiate a higher salary and am making 33% more than I earned at my previous position.
the military is a cult.
I appreciate it, Josh. My first software job out of college, whilst not even being in a HCOL, was over six figures. I never gave a number. Surprisingly, they only asked me for a range towards the end of my internship, and I inflated the numbers slightly. Somehow, it worked, and they gave me the top of the range. I always kept your advice in mind during the entire process.
For anyone looking for some more resources on negotiation in general, I recommend the book Never Split the Difference, total game changer for me professionally.
Great video as always Josh, thanks!!
This channel along louis rossman is one of best "business" channels.... telling who world actually works, not talks (which have incentives to party talking them).
(TBF I dont know what is to actually work for rossman, just his takes on other businesses and rents and such)
Yay! More useful research!
Thank you for this advice!
This was so good. Thank you!
Thank you for putting this up.
Great tips. Thanks Josh.
Very helpful! Thanks!
Excellent tips, thank you
Great video Josh 💯
Thanks, I needed this advice.
Great Advice Josh
Very helpful Josh thank you for the insight
thanks for sharing 💮
Great video,Josh. Thank you.
This was really helpful, thank you.
Brilliant responses. I'm terrible with the corporate jargon, which I'm sure has worked against me over the years. Thanks for all these great tips.
Same I hate using corporate jargon, like just give me my damn raise !
Man, this video is so helpful. Thanks Josh.
THIS IS SO GOOD
Thanks, Josh. Quick, informative and spot on.
Thanks for the tips 👍
Solid advice
Love these kinds of videos man. Came at a good time too!
Thank you for sharing this!! I learnt quite a bit and have fallen for some of these before.
This is great and came at a perfect time for me. Much appreciated, Josh!
Appreciate this content, Josh 😀
Fluke, you are awesome 🔥
Love your videos
I'm getting this video transcribed. Good stuff here Josh.
valuable insights into firm's attitudes and behaviors. thanks man, appreciate the work.
Amazing video man :)
Good content lately!
I like videos like this. Not just for salary negotiations but in general I'm not a quick thinker and usually when I get into situations like this, I'll flubb it and the thought of potentially being better off if I handled it better starts living rent free in my head
Keeping it simple: 1. NEVER give out the first number, let them 2. If they intimidate you then simply say the company has already budgeted for the position so they must already know what they are willing to pay.
Spot on!
Nope - never take a job for future potential, either salary or a promotion. Take the job for the position you want. It always happens that promotions aren't available because
Thank you for the video
Amazing video
thanks, much helpful !
Great video
Holy crap thank you thank you THANK YOU for this.
Thank you Josh for your videos. Please post more videos like this as I find the most challenging is finding the right words to use. The "corporate jargon"
Straight and on point, no BS.
Thank you for the video Josh.
This is truly good information for potential candidates. You always give sound advice.
Fluke is great
Thank you so much for covering this Josh.
I never know how to approach this question with confidence but now i have an idea how i can position based on my understanding.
The way I think of it, I go into the interview already knowing the minimum I would take. I already did all the math and pros and cons of switching jobs or taking the job. I always give them an exact number typically a bit over the comfortable minimum. I don’t worry about how much I could’ve gotten because I already accepted what I was very comfortable taking. Just like in gambling, winning is winning. I don’t get mad if at the end of the day, I’m ONLY up 30%. I’m still up 30% and I didn’t lose any money. Can’t keep worrying if I could’ve gotten more
Another great vid Josh, now convince these folks to keep learning and keep looking.
I’ve been in phone sales for the past 3 years and finally had enough of the bad leads and poor management, so I quit. I’m going back to customer service for a while to regroup. I was making about $20-22 an hour. I have 6 years of total phone job experience including past customer service. I was at a Taco Bell drive thru with a big sign that said “STARTING AT $15 an hour!” So now 16 year old high school kids can make $15 hour in Utah. I brought this up as a negotiating tool and said - “I know I can’t expect to make what I was making in sales, but based on 3 years of customer service experience and 6 years of phone job experience as a whole, also based on what the job market is currently paying, I would say $18-19 an hour is pretty fair.” They offered me $17 an hour... I am so burnt out that I took it... LOL. Crazy to think I’m making $2 more an hour right now then a 16 year old kid getting their first job at Taco Bell. The job market is truly a $h1t show right now.
Why you quit your job?
Bad leads?
I am still currently have job on drive thru.
I was just talk straight what customers wants.
What's my missing?
I just don't want to be clowned.
You got screwed. Keep looking for a new job.
@@NathRebornsK When you get “live inbound transfers” and every call starts with the following: “Like I was just telling the guy who transferred me to you, I’m not interested! But he transferred me anyway!” You would be leaving the job after a while to. That job was great at first. Then suddenly the lead quality went down and barely anyone wanted to talk with us and they were pushed to talk with us anyway.
@@WingChunGungFu
Ah dangis...
So, would I do the tasks about the inbound call instead of him (other co-worker)?
Another stress.
I know first job is very Ok, but after a very long time...
I see.
Feels me like I've been fed up.
'No one cares' anyway.
No friends.
Just survival?
Feels brain drain indeed.
Subscribed! Ty :D
super helpful!!!!!!
straight up real talk. nice. not even a shitty sponsor segment well played :D
At least once in my life, stalling for time did me a big favor. I sat down with the manager of the department, who wanted me full-time but I wanted part time. I politely declined, got up, and said they should let me know if they change their mind. They called back and offered me part time.
Good stuff, took me a while to get this inside from actually doing a bunch of interviews
Top notch advice someones gotta stand up against the unjust etc❤❤❤❤and happy easter josh 🎉🎉🎉🎉🎉🐰🐰🐰🐇🐇🐇🐥🐥🐥🐣🐣🐣
I'm definitely going to come back to this one. I'm in school for another 3 years or so. Thanks, Josh
Bro these are golden
the amount of value and genuine advice in this 8 minute free video is insane. nice one.
nice, thanks. that is a useful video.
wow this is incredible info josh
thanks!
Thanks so much for this, your timing is perfect! I got let go from my job this month but the silver lining is that I get to ask for a higher salary now when looking for my next role. Recruiters always want my salary expectations even before they send me job descriptions, and every time without fail, they ask for my previous pay as well. I'm at that weird point where I'm not a mid-level developer anymore, but compared to other senior devs my years of experience is on the lower end (8 years), so negotiating could be difficult. This will make things a lot easier for me. One less thing for me to worry about. I really appreciate you doing this. Have followed you for years - I will toss a coin to your Patreon when I can! Have a great weekend :)
6:54 you truly have mastered the corpo jargon, great content, as always. Keep up the good fight, Josh!
Very good advise, finally. That is what I did recently when I switched jobs.
Finally a video about this subject that's actually helpful...instead of the same regurgitated talking points about what NOT to say, you actually helped me understand the gist of the "proper" jargon TO say, and how to phrase it properly. The pattern is way more clear to me now.
The thing is though, these companies have formulaic processes. Even if you land a good starting pay, part of the formula for your continued employment and raises is designed to knock that salary down to inline with others with similar time and roles. They also really do not account for above average performance which is another misconception, that hard work pays off. Insane work pays with a promotion to match the output, not normally an insane salary and bad work means you get laid off eventually. I think the best thing to go for is work life balance. Get remote work, get good pto, and get a lower position if possible. Then try to get a sign on package that is substantial. And finally if you actually want to get ahead, take your free training and sign on and leave with it to rinse and repeat.
Joshua, know that a whole community loves you so much ❤❤❤❤❤❤
this is one of the most grounded and valuable channels you can watch imo. i did a 9 week boot camp 4 years ago and almost quadrupled what i started at originally since then, with job changes and starting negotiations doing nearly all of that work
Great video, Josh! I already have a great job ready after I graduate but those phrases could definitely help out a lot of people.
In the interview, take notes and bring questions, be 30 minutes early, smile. Trust me, you will be in the door.
Thanks!
thank you!!!