How to AVOID getting lowballed in a negotiation.
We’ve had a few clients reveal that they lowballed themselves during an interview.
Between the pressure of answering the salary expectation question and the fear of being shut down, they gave a really low number.
^This happens a lot, don’t feel guilty
I always say try to get the interviewer to drop a number first because it allows you the opportunity to negotiate higher.
When you throw out a number that you aren’t comfortable with, you lose confidence and leverage.
You don’t want to start an employee-employer relationship this way because you’ve already given away too much. When you give away too much, it leads to resentment, fatigue, and burnout.
Negotiations should be an equal. energy. exchange.
So here are some scripts to practice when they don’t say a number first:
“It sounds like you don’t have a clear budget to share?” Pause.
“Appreciate you sharing all that, I haven’t heard your budget yet.” Pause. (have a range ready if you do choose to share again, that feels really great to you that’s not lower than your last job)
“I’m seeking a position that is between $-$ annually, and I’m open to negotiate depending on benefits, bonuses, equity, and other opportunities.”
“I’m not comfortable discussing my current or expected salary. I would prefer to focus on the value I can add to this position, and I look forward to hearing what you think is appropriate.”
“It sounds like you’re trying to qualify me for a salary range, if you want to tell me what your budget is, I can tell you if it’s in the ballpark.”
(^^my favorite)
With whichever line you choose, make sure you allow space for the interviewer to respond. Try adding a simple *pause* after each statement.
Don’t allow desperation to lead the discussion, come in prepared with a salary range based on market value and experience.
Imagine better working relationships, healthy boundaries around your schedule, and really getting paid for your brilliant work. With the magic of negotiations, the sky’s the limit.
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Leadership & Negotiation Coach for Women of Color in Technology|Founder|Workshop Facilitator, Speaker & Trainer
Nadia’s career and leadership expertise has been featured in CNBC, HuffPost, FastCompany, New York Times Kids, and The Muse.
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